Four Tips to Motivate a Lifeless Sales Team

Four Tips to Motivate a Lifeless Sales Team

While your sales team may be hitting their targeted numbers, do you have a sneaking suspicion that they aren’t working to their full potential? Among your many duties as a sales manager, you are sometimes tasked with motivating a particular department that’s fallen into a rut. Unfortunately for sales teams, this is common occurrence and a dangerous one at that.

However, there are several quick tips to jump-start your lifeless sales team and get them back to filling their sales reports with prospective leads:

Create a Standardized Sales Strategy

You would be surprised at how much time salespeople waste thinking about what to do next or which prospects to call. Instead of relying on individuals to create their own sales strategy, sales managers should map out a comprehensive strategy that everyone must follow. By doing so, you can eliminate much of the guesswork involved in the sales process, while simultaneously boosting productivity and efficiency. Moreover, implementing a standardized sales strategy allows you to measure the performance and success of individuals and the entire team.

Implement a Customer Relationship Management (CRM) System

Your employees shouldn't be wasting time digging for customer information. They need easy access to critical customer data at any moment’s notice. Give them what they need by employing a CRM system that organizes lead intelligence in one centralized location. With a robust system, your team will gain instant access to information such as where a prospect is in the pipeline, when they were contacted last, and other data points – all of which can help them prioritize leads and spend less time trying to determine who to contact each day. However, a CRM system is only successful when salespeople enter all the appropriate information about a customer and is properly aligned with your sales strategy.

Provide Better Leads

Without a steady flow of sales-ready leads, productivity is guaranteed to come to a screeching halt. One of the most difficult parts of being a salesperson is finding a customer who not only needs your product or service, but is also ready to purchase. Spending all day pitching to customers who aren't sales-ready is extremely unproductive. As a sales manager, it’s your job to help align your marketing and sales departments and foster better communication. The more they collaborate and express their needs, the better the sales and lead process will be.

Offer Incentives

Awarding incentives to individual team members or your entire sales group is a great way to keep people motivated. For example, during a time when business is typically slow, hold a sales contest to see which individual can close the most deals. Or, at the beginning of each quarter, set a department-wide goal with an attached incentive.

However, sales manager must be careful not to use this tactic too often as it can cause unnecessary tension within the department. Moreover, sales manager should learn what motivates each of their team members as some may be motivated by recognition as opposed to money.

While your sales team may be hitting their targeted numbers, do you have a sneaking suspicion that they aren’t working to their full potential? Among your many duties as a sales manager, you are sometimes tasked with motivating a particular department that’s fallen into a rut. Unfortunately for sales teams, this is common occurrence and a dangerous one at that.

However, there are several quick tips to jump-start your lifeless sales team and get them back to filling their sales reports with prospective leads:

Create a Standardized Sales Strategy

You would be surprised at how much time salespeople waste thinking about what to do next or which prospects to call. Instead of relying on individuals to create their own sales strategy, sales managers should map out a comprehensive strategy that everyone must follow. By doing so, you can eliminate much of the guesswork involved in the sales process, while simultaneously boosting productivity and efficiency. Moreover, implementing a standardized sales strategy allows you to measure the performance and success of individuals and the entire team.

Implement a Customer Relationship Management (CRM) System

Your employees shouldn't be wasting time digging for customer information. They need easy access to critical customer data at any moment’s notice. Give them what they need by employing a CRM system that organizes lead intelligence in one centralized location. With a robust system, your team will gain instant access to information such as where a prospect is in the pipeline, when they were contacted last, and other data points – all of which can help them prioritize leads and spend less time trying to determine who to contact each day. However, a CRM system is only successful when salespeople enter all the appropriate information about a customer and is properly aligned with your sales strategy.

Provide Better Leads

Without a steady flow of sales-ready leads, productivity is guaranteed to come to a screeching halt. One of the most difficult parts of being a salesperson is finding a customer who not only needs your product or service, but is also ready to purchase. Spending all day pitching to customers who aren't sales-ready is extremely unproductive. As a sales manager, it’s your job to help align your marketing and sales departments and foster better communication. The more they collaborate and express their needs, the better the sales and lead process will be.

Offer Incentives

Awarding incentives to individual team members or your entire sales group is a great way to keep people motivated. For example, during a time when business is typically slow, hold a sales contest to see which individual can close the most deals. Or, at the beginning of each quarter, set a department-wide goal with an attached incentive.

However, sales manager must be careful not to use this tactic too often as it can cause unnecessary tension within the department. Moreover, sales manager should learn what motivates each of their team members as some may be motivated by recognition as opposed to money.

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