Sales managers worldwide want to offer their sales team the tools and support they need to succeed, and make the company succeed. What managers sometimes fail to realize is the risk they take on to by relying on gimmicks or halfhearted tools to pep up the team. One idea could seriously put your team at the risk of not making their quarterly figures.
Hold on before cancelling pizza day next week! Motivation is still critically important to a successful sales team, so we’ve got some tips on how to keep the team happy!
Bad Gimmicks for Sales Managers to avoid
1. Opening your team up to poaching
Poached talent is sometimes inevitable, so the onus is on YOU to make your employees want to work for you. As good salespeople are sometimes a company’s most valuable assets, rewards as simple as equity or larger contributions to their 401k can be the golden handcuffs you can employ to keep your best talent on board.
2. Low reward, high risk approach
Going for simple, “classic” motivational tools isn’t a sure thing anymore, not with fast-paced sales 2.0, where your salespeople feel immense pressure. Up to 80% of prospective clients don’t want to talk to your salespeople anymore, so your team needs a lot of support to keep their heads in the game. Some classic motivational tools, like company speakers, might be “cheaper” than alternatives, but present both an impersonal approach towards your team, and their lasting effect can be extremely limited, particularly if your sales team doesn’t respond to the speaker.
3. Sabotaging individual productivity
No, we’re not referring to the day after a company booze cruise, where nothing gets done (There’s a reason most of these are held on Fridays, anyways). An emerging sales gimmick is the competitive tool, one that employs highly visible metrics of individual performance, to encourage salespeople to make larger deals faster than their peers. Where these tools fall short is when they fail to consider the impact on the whole team. High performing reps may be able to stand up to external pressure from their managers, but introducing a new competitive metric may crush their confidence. Be wary when implementing one of these tools to your sales team, and consider each member individually and how they might respond to these tools.
Now, here’s a few tips on how to keep your sales team motivated, engaged, and ready to bring the whole team up!
1. Make sales training collaborative!
Pairing your sales team together can have incredible benefits. Instead of sitting and listening to successful sales leaders they may not know offhand, they can assist in educating each other and bond together, leading to a better work environment for all.
2. Youtube, Vimeo, and the media your sales team uses in their off time.
Gone are the days of mediocre training videos from the 1980s. Your sales team will respond when given the chance to use media they are familiar with, and finding the right messages through Youtube or other popular platforms is the ticket to new training without losing their attention.
From here on out, it’s up to you! As sales managers, always remember to consider the impact on each individual member of your sales team, and the benefits to the bottom line will roll in!