Motivation is more than just a quote from Vince Lombardi and an original poster on the wall. This is one of the most important elements for lasting business success over time. As a manager or sales manager, you can only influence your team’s sales performance in two dimensions: their skills (what they can do) and their motivation. Improving your team’s skills is an objective process. By evaluating current performance metrics and comparing them to a successful final state, you can diagnose areas for improvement and follow up on them.
But motivation is much harder. Not only are there many external factors that influence motivation, but everyone needs different incentives and motivational tactics. For my decades as a sales manager, I have used the following sales enablement strategies to successfully motivate my team and increase motivation.
1. Build Trust With your Team Members.
The basis of motivation is confidence. If your team doesn’t trust you and believes that you have their best interests at heart, it’s hard for them to feel inspired and motivated by their work. When salespeople are demotivated , you won’t be able to inspire them unless you have an open and honest conversation about their challenges and goals – something that wouldn’t happen without confidence. This is a cycle of evil – or virtue. Managers need to build trust and then maintain it by interacting with their team consistently and beneficially. The best way to build trust is to be completely transparent. Just talking about trust can be a great way to start with the right foot.
2. Ask your direct report how they would like to be managed.
Just as different prospects require different sales styles, and effective salespeople understand how to adapt to these styles, effective managers understand that this is the best way to get results from their team., This is to integrate into their relationship world. rather than imposing communication methods or strategies on everyone.
Here are some questions I ask for live reports to help them understand what their work style is like:
What is your preferred interaction rate? Would you like to meet me once a week, every two weeks or several times a week? Here are the some question that will helpful to increased Introductory sales call.
- How do you want me to give your opinion?
- Do you prefer public or private compliments and comments?
- What kind of comments do you like?
- If I hear something wrong, do you want me to tell you, send you an email, wait for a one-on-one meeting or the other?
- If something I did bothers you, would you tell me?
3. Understand the personal and professional goals of your live reports.
You can only motivate someone if you know what makes them interesting. Understand what each of your live reports wants to accomplish in their personal and professional lives. This will not only show you the kind of people You really have, but will also give you an idea of what motivates them the most.
Once you understand their purpose, ask them the following questions:
- Are you motivated right now?
- What motivates you in the long run?
- What can you do to motivate yourself?
- How do I know if you are not motivated?
- What do you want me to do if you seem unmotivated?
4. Make sure they cover the basics.
Sales motivation always suffers when they don’t take care of themselves. Your team’s results are influenced by – and may even depend on – the amount of exercise, exercise and a healthy diet. If they say “sleep”, he will tell them to take a nap. If they say “exercise” it will tell them to take a nap. will say, “Take a walk.
5. Set daily, weekly and monthly goals.
Different salespeople are motivated in different ways. A number of people are driven by team -wide sales contests. Some are motivated by reaching quotas. Partly driven by qualitative improvement. A number of people are driven by its impact on the organization. Some people are driven by money.
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