Your sales team is falling behind on targets. How can you motivate them to surpass expectations?

It really is important for Sales Managers to "join the dots for their people". Understanding how their target can be achieved is important for salespeople to have the necessary motivation and energy to drive results consistently. How could their number be achieved - from new or existing customers, with which value propositions, in which territories, etc. This is far more than simply splitting an annual target into quarterly or monthly mini-targets.

STOP ADDING TO YOUR SALES SKILLS We cannot keep adding skills to enhance our competency levels, without paying attention to the basics. What is the state of our foundation skills? Did we ever learn them? Have we updated them? Do we know the process from A to Z of a well-structured sale? We know that most salespeople hop into their 'pitch' prematurely and try to solve problems without knowing what they are. It's called the machine gun approach - "spray and pray" So what is the main benefit of having a sales framework? The primary one is you'll know exactly when it's the right time to present your solution and go for a close. Once you know the basic steps inside out and can recite them, voilà you're ready to take on more learning.

Fornecer apoio contínuo e treinamento direcionado é muito importante. Investir em coaching personalizado para abordar áreas de melhorias e desenvolver habilidades específicas podem ajudar a equipe a se destacar. Investir em desenvolvimento é sinônimo de acreditar no potencial, o que ajuda a construir uma cultura positiva e de confiança.

Salesperson incentives and/or compensation is a complex area that often is highly emotionally charged for obvious reasons. An incentive policy needs to start with agreed principles, has to be fair to the organisation and to employees, and needs extensive modelling and documentation. Compensation in sales is often seen as the primary motivator, but in my experience it's only one of the main reasons a salesperson remains motivated. Delivering to customers, the absence of common demotivators, and other factors always play a significant role and it's important to always consider.

Culture is not a soft or fluffy nice-to-have in an organisation and we all have heard how culture eats strategy for breakfast (Peter Drucker). But how do we increase our understanding of what culture is and how to practically improve it? In my experience it is easy to assess culture by getting a selection of people to honestly complete the sentences starting with Around Here.... Around here, email is... Around here, communication is... Around here, leaders are... Around here, meetings are... Around here Key Account Plans are... From these sentences you will know what culture areas to fix - this is the start of building an overall positive or accelerating culture.

To motivate a sales team struggling to meet targets, communicate openly about challenges and show your support. Set achievable goals and provide regular feedback and coaching to help them improve. Celebrate small successes to boost morale and keep motivation high. Offer incentives tied to achieving or exceeding targets and foster a supportive team environment that encourages collaboration. Lead by example with enthusiasm and a commitment to achieving goals together as a team. #ahmedalaali11