Motivation
& Focus
Sales Teams need continual encouragement,
direction and motivation. We have so many distractions
and obstacles to success these days that we need
to ensure that we are always moving forward.
In order to move forward we need clear and concise
goals which are set by management and define exactly
what is expected of the sales team in addition
to what resources are available for these tasks
to be completed successfully.
A sales team without direction will not survive,
particularly if the team is without a “true
motivator” at the helm. Sales Teams need
a motivator to lead the team, someone who has
a vested interest in the team and its success.
Teams, which perform best, are those that have
continual coaching, mentoring, and performance
reviews. Performance reviews, which analyse member’s
performance based on bringing leads to a close,
are the most beneficial. Also schemes which reward
team members for their ability to think outside
the square have also been proven to be beneficial
to the overall operation of the entire company.
Sales Teams who are remunerated by Salary plus
commission work best for most situations. Commission
systems need to be structured so that incentives
are paid at least monthly as this keeps members
focussed on performance. Workable commission schemes
are those, which are not onerous and remain constant
without the continual movement of the goal posts.
Ultimately, each sales team needs much encouragement
and support from not only management but also
from colleagues.
Some suggestions for sale teams are as follows:
- Meet regularly and review progress
- Meet and discuss market trends
- Compare call rates and close rates
- Discuss opportunities and work together on
large deals
- Appoint “Product Champions” who
are experts in a certain product area
- Collate Forecasts and identify peaks and troughs
- Forecast short and Long term Projects and
work them
- Commit to reading self-improvement books
- Become members of professional associations
- Join Industry body groups
- Ongoing training in sales methodologies
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