Driving a sales team towards success starts with paying close attention to the factors that matter the most.
Providing adequate compensation, support, competition and leadership is essential for motivating a retail sales staff throughout all of the sales cycles. Many of the strategies fundamental in motivating these sales employees also result in improved revenues for the business.
Offer Appropriate Compensation and Incentives
Monetary rewards based on effort and peripheral checkpoints can be effective at increasing productivity among the sales staff. Incentive offerings should be based on improving a specific sales metric that is easily measured. However, higher commissions should be valued over sales incentives like free products or event tickets. Lowering the base salary and reducing incentives in favor of developing a tiered-based protected commission that fits within your budget limitations is most advantageous. A reward system openly embraced by employees can go a long way toward encouraging more productivity and engagement from the staff.
Provide Enough Support
Researchers recently learned that companies investing in comprehensive training programs realized a 200 percent increase in revenue per employee. Retraining experienced employees in specialized areas is equally important. Role-playing and establishing an open line of communication are great ways of empowering employees and helping raise their motivation to complete everyday tasks. Utilizing the customer support staff and helping them uncover additional sources for leads can also be very motivating. Using data gathered personally from clients when following up on the product experience can result in more sales for employees and improved revenues.
Use Contests and Competition
Contests improve the vibe on the sales floor and motivate employees to improve on their previous performances. Contests can also help raise awareness and attentiveness to specific metrics or tasks involved in successfully completing the sales process. Competition can foster the aggressiveness needed to move passed rejections and close deals with busy customers. Designating a space for the competitive standings and making an effort to recognize achievements is very effective at motivating sales employees. Celebrating significant achievements can raise morale and get employees excited about work again. Contests rewarding the number of calls, proposals or meetings scheduled may be the best way to get the ball rolling.
Provide Leadership and Credibility
Salespeople are often inspired or discouraged by the leadership and brand they’re working under. The importance of this relationship alongside retraining sessions underscores how effective mentorships can be at motivating the individual employee. Leading by example is effective for encouraging the behavior and culture management wants to establish. Shifting the blame around and using floor employees as scapegoats to cover organizational issues is often demoralizing and counterproductive to sales. The sales staff needs to be able to rely on bonuses and other promises made by management.
Driving sales teams to success has a lot to do with approach and prioritizing properly for your employees. Providing the sales staff with leadership, support, a competitive atmosphere and protected commissions will keep them motivated and prepared to capitalize on the dynamics associated with each new sales cycle.