It’s true that “sometimes sales people just want to be appreciated” (MW last week). Therefore, in my mind, the golden rule of motivating a sales team is to treat each and every member of the team as an individual. Lumping them together is a common mistake made by many sales directors, yet
something that motivates one person may turn off another. This is all based on understanding the individual.
Furthermore, it essential to give the team the tools to work efficiently and effectively. Hence, training is crucial. Usually, the day before training, the office reverberates with various moans, gripes and whinges as they see it as time eating into their sales targets. However, the following day, the team is always on a high, and these are the days we tend to get the best results.
Inevitably, there will always be financial rewards in sales. However, in today’s cash-rich, time-poor society we try to introduce rewards that can be more valuable than money. For example, half-day Fridays for members of the team that secure a predetermined number of meetings within a specified time frame. And, as the article mentions, public recognition of achievements is also very important, as sales people tend not to be the most modest, or shrinking violet type.
Business development manager
The REaD Group