Sales Managers must be aware of how to motivate the sales team in a challenging context. They don’t just require assistance… they require concrete solutions. Let me say that there are solutions – they’re not straightforward ones. As a manager of sales entails having a seat at the table with the big boys. In order to do this, you’ll need to confront these issues and the current economic climate face-to-face. Your staff can be to sell again. However, it’s not through handing them a hug and telling them it’s going to be fine at the beginning of the day.
Four Things You Need to Do to Engage Your Sales Team
1. Eyes Wide Open to The Unknown:
It’s not easy to distinguish to walk between encouraging others and not disregarding the issue. It’s not doing you or your employees any good to think the things have been going well as they’ve ever been, even if it’s the reality. If your company or department is experiencing difficulties, be aware of them, and then work to find ways to overcome them. The most effective leaders aren’t those who recite inspirational phrases. They’re the individuals who are able to tackle a challenging situation head-on and continue to push forward.
2. Create a Zero Excuse Zone
I repeat: the economy isn’t enough of a justification to take an hour off, far more than a month, quarter, or even a whole year. It’s not easy to get a sale now. However, if the business was simple, everyone would be working on it, and we’d all receive a salary that is comparable to top producers.
As a sales manager, you are responsible for setting an example from top to bottom. Don’t let economic circumstances or your competition’s actions, or even the products and concepts imposed on you by management be excuses to cover up. Don’t create them and state clearly that you’re not going to be averse to any suggestions from those who work under you. Inform your employees that you are looking for outcomes, not just explanations.
3. Dismiss The Losers:
In every department of sales, there are people or women who complain a lot or lack initiative, or simply don’t know how to sell. I’m sure you can think of at least two or three of them currently, and I’m betting that that tiny fraction of them takes up the majority of your time and your stress levels.
This is a fact. You don’t require these. These whiners aren’t adding significantly to the overall bottom line when times are difficult, so why would you spend your money on one or another territory, to be honest, as the economy improves and sales increase?
Inability to remove the deadwood off your staff is plain lazy. Each day you employ people who aren’t ready or able to sell at a high standard that you’re losing money and clients. Therefore, let them go and look for someone with the motivation and ability to complete the task.
4. Embrace Action:
The sales won’t arrive at your company from in the middle of nowhere. Set up an environment and attitude that encourages action and getting things done is the main focus. Don’t let your team members get off with a long time of complaining, shuffled papers around, or working on their laptops. You must ensure that every person has a specific plan of action (whether it’s a certain number of calls, a certain amount in meetings, or any other thing that will result in more sales) and that they’re adhering to it each week.
It will not only push your team members to look towards the future, but it could also assist in shifting the focus away from the negative information and destructive thoughts, which could leave them trapped in their own opinions. They won’t have to be worried about not meeting a sales target. They just need to ensure that they finish their job. In the near future, if they adhere to this method consistently enough, great things will begin to take place.
Sales Management Points
There are numerous market and economic factors which make it hard to sell at the moment. What’s the problem? It’s been challenging to acquire new customers and commissions over the past few hundred years. Sales teams can overcome their mental blockage, but only if they aid them in finding a way to do it. Make use of these tools and strategies to encourage your team, and you may discover that the business can be tricky… however, it’s still there.
