As a sales leader or business owner, you want every member of your team motivated, excited and committed to hitting goals and bringing in revenue. Usually, the positive attitude you seek from each salesperson starts with you. Each person on your team looks to you for guidance, affirmation, and appreciation.
Below are my top three tips on how to improve your sales team’s performance.
1. Spend Some Quality Time
Everyone wants attention from their boss. Many sales leaders and business owners think that money totally motivates salespeople—but that’s usually not the case. In fact, most sellers and employees are motivated by helping others and being appreciated. Appreciation from leadership is key to making them feel motivated. One way to show your appreciation to improve sales performance is by spending quality time one-on-one with your salespeople. Of course, sales managers should be meeting with their reps regularly during well-structured and consistent one-to-one sales meetings. As a sales leader or business owner, your time and attention can do even more to improve performance. Spend time away from the office with your salespeople with the intent to get to know each other better and enjoy each other’s company. It can be a simple as taking a walk midday to get away from the office. You could take this person out for lunch, cocktails, or breakfast. If you both enjoy golf, go to the greens. Think of ways to spend quality time with each one of your salespeople if you really want to improve sales performance.
2. Watch Your Talk
This tip sounds simple, but often it’s not so easy to put into action. Negative self-talk and talk around the office hurts sales performance and demotivates people. What are you thinking and saying about your salespeople and your team? Watch what you think and what you say. Saying negative thoughts can make them true. Even if your negative thoughts stay inside your own head, people can tell if you’re pessimistic or disapproving—even when you think they can’t. Make a list of as many positive qualities as you can think of about each salesperson and your team. Say these affirmations to yourself, to your team and to others at your company. Comment on at least three positive aspects every day, or more if you can. By staying focused on the positive, you will change your mindset, influence the mindset of others and increase sales performance.
3. Give Out Random Rewards
Yes, you already pay your salespeople, and yes, they get a commission. Many sales leaders and managers run elaborate contests as rewards for sales performance, but random and personal rewards are better than that (research proves it!). It’s easy. Survey your salespeople and find out what they like to eat, drink and do in their spare time. Then, collect gift cards for coffee, restaurants, movies, golf and other rewards they like. These cards can be valued from less than $20 to $500. Have these prizes ready and find opportunities to appreciate an action for a customer or one done internally. Say thank you to the salesperson and be specific about what you appreciate and then give them the gift card. People who feel appreciated perform better.
Inspiring great sales performance is all about creating the right mindset for yourself and for your sales team. Pick one of these tips to try out this week and see how it changes your team.
For personalized coaching to help you improve your sales leadership skills, schedule time to chat about it with me!
Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization.
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