A position in sales can be incredibly lucrative, and thankfully this means there is rarely a shortage in applicants. Unfortunately the sales life is a tough slog, and not everyone is cut out for it. It is demanding – sales people often don’t get the respect they deserve from other departments, and it is among the most stressful roles in any organization. The job never ends for salespeople. Had a good month? Well… that was last month! Unfortunately for the sales person, there are always more sales to be had.
All that pressure can lead to sales fatigue. People can get demotivated, especially when there are bumps along the road. Here are 5 quick ideas that go beyond the typical cash commissions and bonuses that you can use to keep your team motivated.
1. Give Incentives That Can Be Seen by Others.
A reward that others can see is much more effective in motivating the entire team than one that can’t. If all you are offering is more cash on a pay stub, the person getting it may be elated – but the others won’t notice much difference. I prefer a much more public approach. Ship your rockstar sales person off to the Dominican Republic with their loved one for a week, Instagramming and Facebooking the whole time… hey, that could be you!
2. Build Value.
Sell your salesperson on the value of selling. Sometimes a lacking salesperson might just have lost sight of the impact of their work. Remind them how they are the lifeblood of the company, that they ultimately provide the income that supports the entire organization. Point out ways in which their work is adding value to the client’s life. Money, while fantastic, isn’t a motivator in and of itself. It’s the happiness and joy that comes with it, and those are the things that can help push someone out of a slump.
3. Provide Small Rewards for Small Details.
Sometimes it truly is the little things! Announce first thing in the morning you’ll treat the first person to make a sale to lunch. Keep an eye out for deals to stock up on small rewards, even things as simple as candy bars or Starbucks gift cards, and pass them out when you overhear something positive.
4. Invest in the Self.
People are more motivated when they see the lasting impact they have, so, provide some of that to the people on your team. If you have stock options to give, give them! If you aren’t in the position to offer stock, do something as simple as asking if they’d like to take any personal courses to invest in themselves.
5. Sell Something!
If all else fails (and really, even if it doesn’t), get your ass out there and show your sales team how it is done! Sell a new client, bring in a new partner or close on an investment. Nothing gets sales people more excited than seeing their leader in the trenches alongside them.