How to Motivate your Sales force Effectively? In our previous article, we discuss the evolution of motivational factors of salespeople. We made the following observation: the reward has lost importance giving way to more “social” elements. To help motivate your team, discover our ranking of incentive levers for corporate salespeople.
How to Motivate your Sales force Effectively
Below are the 12 ways to motivate your sales force effectively. As a Business student, you really need to remember them all.
- Recognition of efforts: recognition of salespeople increases their performance by 46%. To do this, it is essential to follow your team’s results regularly and in real time to congratulate them on every success and at the right time.
- Progress achieved: 40% of salespeople are motivated by the progress they are making. So think about putting in place for your team a way to track their results and progress. You should also be aware that the younger your business starts, the more important it will be for them and for their motivation.
- Outlook: Stanger is not good. 65% of salespersons have the will to evolve within their company. A salesperson will therefore be more motivated if his position is not fixed and his function or responsibilities have opportunities to climb.
- Working atmosphere: some studies even place this lever at the top of the list! Indeed, the social aspect is becoming more and more important. A good working atmosphere encourages the involvement of the salespersons because it increases the sense of belonging and their commitment to the company.
- Autonomy in the position and taking initiative: Your team wants to be listened to, be able to give its opinion and be autonomous! Leave room for discussion and listening: it is sometimes a very good way to see talents develop within your sales force and understand the visions of each.
- Good relationship with management: 70% of salespeople who changed their company in 2012 say they left their job because they did not get along with their manager! This considerable figure should make you aware of the importance of establishing a good relationship with your sellers.
- Remuneration and monetary reward: Here it is finally! And yes, remuneration happens on average after these other levers of motivation … Attention however: it is a primordial element!!! So put in place a remuneration policy that is simple and clear, but above all just! It must reward effort and success so that your sales people really adhere to it. Discover trends in reward.
- Skills development: For 44% of salespeople, the outlook for knowledge development is the thing they love most about their job. Put in place tools to learn more and to pass on their skills.
- Sales Challenges and Sales Contests: According to Action Commercially magazine, 81.3% of executives saw a real increase in turnover when their company organized commercial challenges. This stimulation tool is therefore strongly advised in your commercial policy.
- Dynamism of commercial policy: this point also plays on the image of the company, which will attract new recruits but above all will motivate your current sales forces to stay. For 52% of salespeople, the image that their company refers to is what they prefer to their employer!
- Working conditions: The 11th point is of course obvious and good working conditions (equipment, quality of life in the workplace, etc.) are the mandatory minimum that you need to provide your sales team. The more optimal the conditions, the more motivated your business is when you arrive in the morning.
- Teamwork: For sales people, working in teams and exchanging ideas with others is very rewarding. Collective intelligence is an added value for him and his colleagues: helping others in their business and receiving advice for his own will only increase the business performance of your business.