5 ways to motivate your sales team…and money isn’t one of them!
Here’s my motivation check list…how many of these questions can you say YES to?
- Does each member of your sales team know how they fit into the company vision?
- Do you know the higher purpose of each member of your sales team?
- Are your sales targets realistic bearing in mind your industry’s current market conditions?
- Are your sales people empowered to make decisions within their realm of responsibility?
- Do you know the meta-programme preferences of each of your sales team?
How many did you answer yes to?
Clearly the more you could answer yes to, the more motivated your sales team is likely to be.
This morning I quickly jotted down just a few of the many principles that I think are important when it comes to motivating a sales team. Of course there’s many more but I’m pushed for space and you’re pushed for time. So let’s throw a bit more light on these five.
How do they fit in?
Be sure you’ve explained how everyone fits into the company picture vision and how their contribution creates value. Make it simple. No need for fancy charts!
What’s their higher purpose?
Each of your sales team needs to have identified a higher purpose for themselves. In simple terms why they are doing what they are doing? And you need to know that purpose. Are they working towards a new or bigger car? A bigger house? An engagement ring? To retire early? Find out – and remind them regularly. Help them to constantly make that link between their day job, their target and their higher purpose.
Targets should be er…on target
Set your targets too low and it will be feet-up time for everyone. Set them too high and you ‘lose the team’…everyone knows they’re unachievable, so unconsciously they don’t try as hard.
I’m for achievable yet stretching targets which encourages your team to push a bit harder, keeps them engaged and stops complacency.
Do they have to ask you about everything?
If you hired them to do a good job…then trust them to do it!
Surely they don’t have to ask you about everything? Let them scuff their knees and they will develop their skills, confidence and self belief.
Sure you might have some challenges along the way but you’ll end up with a motivated and developed team – and you get more time to be strategic!
How are they wired?
Heard of Meta-Programmes? These are the ‘internal programmes’ that cause us to think and behave in a particular way. Know their psychological preferences will give you the golden key to what each of them need to be happy, motivated and generating the sales you want!
Each of your team are different – so your approach needs to be too.
Get in touch if you want more info on Meta Programmes…or read Chapter 5 of my book iSell…Unlock your winning sales mindset
What about money?
Phew – I’ve ran out of space and I haven’t even mentioned money. That’s deliberate though. Most meaningful research suggest money is only ever an effective motivator in the short term. And that’s borne out by my experience and conversations with sales directors and sales teams.
For now, work on getting these five right and you’ll have a happier, more motivated team…and more sales.
Until next time
“It’s helped me to see things differently and to develop some areas that I have struggled with previously.”