When sales are down, it can be difficult to keep your sales team motivated and engaged. Low sales can lead to frustration and a decrease in morale, which result in even worse everyday business functions. However, as a manager, it’s your job to keep your team motivated even in tough times.
When it comes down to it, there are two types of motivation—extrinsic and intrinsic. Creating an environment and culture that sparks internal motivation and supporting it with other motivational strategies is the key to a successful team.
If you can to continuously motivate your employees and improve their sales performance, you must:
Setting realistic sales goals is critical for sales teams; it gives them a clear focus and direction on what they need to achieve. Here are some examples of realistic goals you can set for your sales professionals:
- Increase sales revenue: Set a goal to increase sales revenue by a certain percentage over a specific period. For example, a sales team may set a goal to increase sales revenue by 10% in the next quarter. However, it’s also important to remember that the percentage selected should be based on prior year performance, current year estimates and additional efforts tied to your lead generation efforts. This ensures that the goals set for your sales team is realistic and obtainable.
- Increase customer acquisition: Set a goal to increase the number of new customers by a certain percentage over a specific period. For example, a sales team may set a goal to acquire 50 new customers in the next month.
- Increase product or service adoption: Set a goal to increase the adoption rate of a specific product or service by a certain percentage over a specific period. For example, a sales team may set a goal to increase the adoption rate of a new product by 15% in the next quarter.
- Increase customer retention: Set a goal to increase the percentage of customers who renew their contracts or purchase again from the company. For example, a sales team may set a goal to increase the customer retention rate by 5% in the next year. Additionally, it’s important to consider a realistic upsell goal for current clients. If happy customers have seen success with your company’s products and services, they’re more likely to be interested in investing in your other offerings, deepening their relationship with your business.
Setting sales goals is important because it provides a clear direction and focus for the sales team, helps measure progress, and provides motivation for the team to achieve their targets. Goals also help to align sales activities with business objectives, which can lead to improved performance and increased revenue. Additionally, setting realistic goals can help boost morale and confidence within the sales team, which can lead to a more positive and productive work environment (which we’ll expand on more later in this blog).
There are several incentives that sales managers can offer to motivate sales reps to hit their sales goals. Here are some examples:
- Non-monetary incentives: Offer non-financial incentives such as recognition, awards, or prizes for hitting or exceeding sales targets. For example, you could offer a trophy, plaque, or certificate to the top-performing sales rep each week, month, or quarter.
- Time off: Offer extra vacation days, flexible work hours, or other time-off incentives for sales reps who hit or exceed their sales targets. This can provide a much-needed break and motivate people to work harder to achieve their sales goals.
- Team bonding activities: Offer team bonding activities such as group outings or team lunches to celebrate hitting or exceeding sales targets. This can help build camaraderie among team members and foster a positive and supportive work environment.
- Monetary incentives: And last but certainly not least, we know all sales teams are motivated by one thing—money. Offer bonuses or commission increases for hitting or exceeding sales targets. This can be in the form of a one-time bonus or an ongoing increase in commission rates.
Incentives can be tailored to the needs and preferences of your sales team, and the most effective incentives will depend on the team’s culture and individual motivation factors. Therefore, it’s essential that you have a thorough understanding of your sales leaders and what motivates them to be successful for the long term.
At Abstrakt, we pride ourselves on giving our sales reps the best work environment possible. For example, we have a variety of opportunities for our sales reps to win tickets to St. Louis-based events whether they’re tickets to a Blues hockey or Cardinals baseball game. If they reach their goals and beat other sales reps on the number of sales appointments set or amount of revenue generated from their impact, they have the opportunity to be rewarded for their hard work.
Celebrating the successes of sales reps is an important part of motivating and recognizing their hard work and achievements. Here are some ways that sales managers can celebrate the successes of their sales reps:
- Public recognition: Publicly recognize and celebrate the successes of your sales reps in meetings, org-wide emails, or celebratory Slack or Microsoft Teams channels. Highlight their achievements and the impact they have had on the business so everyone in the company can congratulate them on their hard work.
- Personal recognition: Personally congratulate and thank sales reps for their hard work and successes. This can be done through one-on-one meetings or phone calls or through personalized notes or messages.
- Rewards and incentives: Offer rewards and incentives such as monetary bonuses, gift cards, or other perks for hitting or exceeding sales targets. This can be a tangible way to celebrate and reward success.
- Team outings: Plan a team outing or celebration to commemorate a successful sales period or achievement. This can be as simple as a team lunch or happy hour or something more elaborate such as a team-building activity or offsite event.
- Professional development opportunities: Offer opportunities for professional development or career growth to sales reps who have achieved significant successes. This can be in the form of training or certification programs, mentorship opportunities, or other growth opportunities.
The key is to tailor celebrations and recognition to the needs and preferences of your sales team and to make sure that celebrations are meaningful and impactful. By celebrating successes, sales managers can foster a positive and supportive work environment that can motivate sales reps to continue to work hard and achieve their goals.
Providing consistent training opportunities for sales reps is crucial for helping them stay motivated to hit their sales goals.
However, this concept isn’t new or unique to the sales industry. Additional training opportunities are also often referred to as “continuing education,” which is seen in many industries and company departments. For example, many professionals in the nursing and education industry partake in continuing education as an opportunity to accelerate their career growth.
Offering continuous educational opportunities is great for motivating sales teams for several reasons including the following:
- Sales skill development: Consistent training opportunities allow sales reps to continuously develop their skills and knowledge, which can help them perform better and achieve their sales goals. Training can also help sales reps stay updated on the latest industry trends, products, and services, which can make them more effective salespeople.
- Boost of confidence: Training can help sales reps build confidence in their abilities, which can be a significant motivator. When sales reps feel confident in their skills and knowledge, they’re more likely to take risks and pursue challenging sales goals.
- Increased engagement: Consistent training opportunities can help keep sales reps engaged and motivated. By providing ongoing learning opportunities, sales reps are more likely to feel invested in their role and the success of the company.
- More support: Training provides sales reps with the support and resources they need to achieve their sales goals. This can include access to training materials, coaching, and mentorship, which can help sales reps overcome obstacles and stay motivated.
- Advanced career growth: Consistent training opportunities can help sales reps see a clear path for career growth and development within the company. When sales reps see opportunities for advancement and growth, they’re more likely to stay motivated and committed to achieving their goals.
Consistent training opportunities are essential for helping sales reps stay motivated and engaged in their roles. By providing ongoing support, skill development, and career growth opportunities, sales managers can help their sales reps stay focused on achieving their sales goals and driving success for the company.
Building a positive work environment for sales reps is crucial for ensuring that they feel motivated, engaged, and committed to achieving their sales goals. Here are some ways that sales managers can help build a positive work environment for their sales reps:
- Set clear expectations: Communicate expectations for sales reps in terms of goals, targets, and performance standards. Make sure sales reps understand what’s expected of them and how their performance will be evaluated.
- Provide support and resources: Provide sales reps with the resources and support they need to achieve their sales goals. This can include access to training, coaching, mentorship, and technology tools. Additionally, sales managers can create marketing materials and assets to share with their sales teams so help them overcome objections, highlight core benefits and features, share case studies and more, ensuring they provide prospects with the best experience.
- Foster open communication: Create an environment where sales reps feel comfortable sharing their ideas, concerns, and feedback. Encourage open communication and active listening to ensure everyone feels heard and valued.
- Recognize and reward success: Celebrate the successes of sales reps and recognize their hard work and achievements. Offer incentives, bonuses, and other rewards for hitting or exceeding sales targets.
- Encourage collaboration: Encourage collaboration and teamwork among sales reps to build a supportive and positive work environment. This can include team-building activities, peer mentoring, and cross-functional collaboration.
- Provide opportunities for growth: Provide opportunities for sales reps to grow and develop their skills and knowledge. This can include access to training and development programs, mentoring, and career advancement opportunities.
- Foster a positive culture: Set the tone for a positive work environment by modeling positive behaviors and attitudes. Encourage sales reps to support each other and build strong working relationships.
By taking these steps, sales managers can help build a positive work environment that fosters motivation, engagement, and a commitment to achieving sales goals. This can help improve overall team performance and drive success for the company.
Highlight the importance of seeking feedback and involving them in decisions. If you have an idea, ask your team how they feel about it and get their insight. When they feel involved in decisions, they’ll feel more connected to the company, and it’s likely to boost their motivation, too.
Asking for feedback and involving sales reps in team decisions is important for motivating sales team members for several reasons:
- Increases engagement: When sales reps feel involved in team decisions and processes, they are more likely to feel engaged and invested in their work. This can lead to higher levels of motivation and a greater sense of ownership and responsibility for achieving sales goals.
- Fosters collaboration: When sales reps are asked for feedback and involved in team decisions, it encourages collaboration and teamwork. This can help build a more positive and supportive work environment, which can boost morale and motivation.
- Provides a sense of value: When sales reps are asked for their opinions and feedback, it sends the message that their contributions are valued and important. This can boost their self-esteem and make them feel more motivated to contribute to the team’s success.
- Encourages innovation: When sales reps are involved in team decisions, they may be more likely to come up with innovative ideas and solutions. This can help drive creativity and improve overall team performance.
- Builds trust: When sales managers involve sales reps in team decisions, it can help build trust and strengthen the relationship between the manager and the team. This can lead to better communication, collaboration, and motivation.
Asking for feedback and involving sales reps in team decisions is a powerful tool for motivating sales team members. By providing opportunities for collaboration, innovation, and growth, sales managers can create a positive work environment that encourages sales reps to perform at their best and achieve their sales goals.
Providing role flexibility can help sales reps feel more motivated in their sales roles for several reasons:
- Improved work-life balance: By providing role flexibility, sales reps can better manage their work-life balance. This can help reduce stress and burnout, leading to higher levels of motivation and engagement in their sales roles.
- Increased autonomy: Role flexibility allows sales reps to have more control over their schedules and workloads, which can increase their sense of autonomy and independence. This can lead to higher levels of motivation and job satisfaction.
- Accommodating personal needs: Role flexibility can help accommodate personal needs and preferences, such as family responsibilities or health issues. When sales reps feel that their needs are being considered, it can increase their sense of loyalty and commitment to their job.
- Enhanced productivity: By providing role flexibility, sales reps can work during their most productive hours and in their preferred work environment. This can enhance their productivity and performance, leading to higher levels of motivation and engagement in their sales roles.
- Varied job responsibilities: Role flexibility can allow sales reps to take on varied job responsibilities, which can help them stay motivated and engaged in their roles. This can help prevent boredom and burnout and promote a sense of growth and development.
Providing role flexibility can help sales reps feel more motivated and engaged in their sales roles by enhancing their work-life balance, autonomy, productivity, personal needs, and job responsibilities. By creating a work environment that values flexibility and accommodates individual needs, sales managers can create a more positive and motivating work environment for their sales reps.
Motivating sales teams every day is no easy task. Sure, it’s easier to reach sales goals in some months than others, but there are a variety of creative ways to motivate sales teams when sales are down. Overall, when you’re looking to motivate your sales team, it’s vital to ask each rep what drives them and how you can support them in times when they’re not as motivated as they’d like to be.
At Abstrakt Marketing Group, we motivate our sales development reps through daily team huddles, weekly raffle opportunities, monthly bonuses, and so much more. We believe that to achieve success, sales reps must be motivated to grow both personally and professionally. If you need a motivated sales team to help you grow your business, contact the sales reps at Abstrakt Marketing Group!