How to motivate salespeople to bring in more sales

Quote:

Originally Posted by Skip Anderson

I think it might be important to note that it's often not just an issue of "motivating salespeople" but also an issue of not demotivating salespeople.

Skip Anderson

Yes!! Sometimes managers get so caught up on how to motivate, they don't even realize the things that happen that DEMOTIVATE the salespeople. Get rid of those first, and any steps you take towards motivation will be MUCH more effective.

Michael

Motivating salespeople is easy, but most managers or business owners 'don't or won't' take the time to do it.

Sit down with your sales person, find out from THEM, what they don't have enough of NOW, that they want in the next 6 - 12 months. Break it down into smaller monthly pieces and build your compensation plan around it.

Motivation is an internal driving force that will cause actions to happen with the goal of accomplishing an end result.

You can't motivate someone else, but you CAN create a compensation plan that will give incent someone to work to accomplish something, and in the end, get what they also want.

That is then a win/win.

But most managers or owners, just raise the salespersons 'quota' hoping that will get the job done.

Quote:

Originally Posted by Skip Anderson

I think it might be important to note that it's often not just an issue of "motivating salespeople" but also an issue of not demotivating salespeople.

Skip Anderson

Well said!

Make a 'bonus board' (big white wipe off board) and place it in a high visibility area where your sales meetings are held.

Salspeople are each motivated to different degrees by:

1. Security
2. Recognition
3. Achievement
4. Response

Security means they know their posistion in solid and that they are earning a decent living.

Reconition means they are seen by their peers to be a performer.

Achievement means they feel good regarless of what their peers think.

Response is the nice feeling of being congratulated by others (especially the 'boss')

Award points each day or week for different aspects of the job.

Make the points awardable for things like.

Most new contacts in a day/week
Most revenue generated
Best conversion rate
Most activity
Least cancellations
etc etc

This means that everyone in the team can be seen as a performer in 'some' area. You are now appealing to the 4 motivational areas in your salespeople.

They will start to compete....stuff happens.....try it.

How is motivating a salesperson to bring in more sales different from motivating a prospect to take action now?

Quote:

Originally Posted by Frankie

From your experience what is the most effective way to motivate salespeople to bring in more sales?

Threaten to fire them...

How to motivate salespeople to bring in more sales

Sales Management and Leadership Forum