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Inspiring your sales team can be challenging, but who doesn't appreciate a good laugh? Laughing away the rejections and refocusing on the unique selling points of your company can shift a sales team for the better. On the other hand, we also want to have a caring, compassionate attitude towards your sellers and convey that they should also be compassionate towards their prospects. Keeping the attention on solving a customer's need or problem nearly always ends in a sale.
In this article, we'll give you our top 20 sales quotes, and we'll dive a little deeper into the skill of motivating a sales team.
There are three main aspects to motivating your sales team; the first is the most important one. As you may or may not have seen on social media, sales jobs are not always the most valued. People working in sales are sometimes demotivated or dissatisfied with their jobs. So how can you turn this around and ensure they are in it for the right reasons?
Do they believe in the company and the product you are selling? Is your product helping the customers, and can they feel fulfilled because of the good reviews and “thank yous” they receive afterward?
Diversity of the job position, do they have the option to drive around and visit clients or go to seminars and events? Do they have the opportunity to intellectually challenge themselves through courses or the ability to consult a little? Or are they 8 hours a day in front of the computer prospecting and cold calling? People who can use their brains for the better tend to be happier in their jobs.
The attitude of the boss. If the boss is grateful and they recognize good results, then that is already a good trait. A boss should always reflect on their behavior and treat their employees like they would like to be treated.
As a manager, there are five important tones of voice: confidence, authority, straightforwardness, inspirational, and friendliness. With a quick note that confidence and authoritativeness do not mean cocky or that you are speaking from a place of higher rank.
Managers should be sure of what they are saying, and if the answer is unclear, it's also ok to get back to the topic later down the line. You should have a conscious set of word choices, be easy to understand and direct and be straight to the point. Using active sentences rather than passive sentences helps you do this as well. Don't be too casual or cool, as that's mainly reserved for friends and family.
On top of that, you'll want to encourage your colleagues and reassure them when things go sideways. Also, the more passionate you are about the business, your team will be more vibrant. Active listening will be your biggest skill set to create the ability to relate to your team members and keep a positive attitude.
Keep your motivational speech to the point. Once people are motivated, they should want to get back to work and do the job! If a meeting is planned and you want to insert a motivational speech, then make sure you plan toward your timeframe, so everybody else still has a moment to say what they need to share.
A great way to structure your motivational speech is to split it up in the following ways:
Intrinsic motivation is when a person is motivated from the inside; their interests, values, and goals are related to these motivations. Extrinsic motivation is when a person is encouraged due to external factors such as wage, bonus, or extra perks you could give an employee.
Intrinsic motivation is the one that will last the longest and will benefit your company the most. Make sure to listen to your employees' words and pay attention to their needs. Examples of intrinsic motivation are basic needs such as decent wages and work-life balance, work-from-home opportunities, the option to take more time off of work, task diversity, and interest in their position.
However, if you want short-term results, you should offer them a bonus on a project with set KPIs you discussed with management. This bonus could be a paid vacation, extra cash, insurance perks, or something else.
Knowing your employees' motivations will help you manage your team effectively. It is the source of your teams' willingness to do the work which will determine the outcome of a company's results. Without this knowledge, you might encounter a reduction in your team's or company's results.
Of course, you'll want to focus your KPIs on; deals created, won, and lost deals. Those will be your primary objectives quarter to quarter. However, this is not always enough information to keep your sales team accountable. So what else is essential to follow up on an individual basis?
Amount of calls connected
Usually, the most effective way to get people informed and interested in your product is by giving them a little call. If your employees aren't closing any deals, then this might be the first KPI you want to look at.
Amount of emails sent out
If you work on a large scale, your outreach might start with an email campaign instead of cold calling. Keeping up with the number of emails your sales rep sends out is also crucial data to see their productivity.
Effectiveness of your emails
If you're not aware of how effective your outreach emails are, you should definitely change this. The Effectiveness of your emails could be; opening an email multiple times, replying to an email, or clicking on a link in the email,... Multiple technologies can help you with that nowadays, including Leadcamp.
Amount of meetings planned
If your sales representative is calling and having great email replies but isn't booking any appointments, then you know exactly what to coach your rep on. Keeping up with this KPI and the others is a great coaching opportunity.
Amount of content shared and content interaction.
Another modern possibility is to follow up with the effectiveness of your content. Giving you the option to evaluate how interesting your content is. Adding content to your outreach emails should be a standard and stable KPI. However, you can set a team goal regarding sales content creation and improving customer engagement.
Within Leadcamp, you'll be able to follow up on each seller individually. All these KPIs are neatly represented in one dashboard. Giving you a detailed view of all individuals and a global team view.