You're struggling to motivate your direct sales team. How can you incentivize them effectively?

Se você é um líder no regime CLT e lidera uma equipe pequena ou média, faça 1:1 regulares talvez quinzenais ou mensais, para descobrir as aspirações de cada indivíduo. Trace um plano de desenvolvimento individual, mensurável, e de feedback da evolução em cada encontro. Dinheiro move a maioria das pessoas, mas reconhecimento público, flexibilidade de horário e lugar de trabalho e a parceira do gestor podem fazer seu liderado atingir resultados acima do esperado.

You need to understand what motivates every person on your team. This could be... Starting a family Purchasing a home Moving across the country Buying a car Financial security Career growth Or simply wanting to feel fulfilled in their day to day. Once you understand these motivations, you can start to align your incentive structure with them. At the end of the day, a lucrative commission structure and realistic sales targets will solve for 99 percent of problems in my experience.

I understand that motivating your sales team can be quite challenging. What strategies have you considered for boosting their enthusiasm? Perhaps introducing performance-based rewards or team-building activities could help engage them effectively.

Aligning incentives with your team members' personal goals can significantly boost motivation. Take the time to understand what drives each individual, whether it's career advancement, financial rewards, or personal growth. By tailoring incentives to these personal aspirations, you create a more meaningful connection between their efforts and the rewards they receive. For example, if a team member values career progression, offering mentorship or leadership opportunities as part of the incentive package can be highly motivating. Personalizing goals and incentives ensures that each team member feels recognized and valued, leading to increased engagement and productivity.

Fostering strong team dynamics is essential for creating a motivating work environment. Encourage collaboration and teamwork by setting group goals alongside individual targets. Team-based incentives, such as group bonuses or team outings for reaching collective milestones, can enhance camaraderie and a shared sense of purpose. When team members feel connected and supported, they are more likely to stay motivated and work towards common objectives. Additionally, creating a culture of open communication and mutual respect within the team can help maintain high morale and prevent conflicts that might demotivate individuals.

Quando trabalhei em uma empresa de perfumaria e cosméticos, tínhamos metas por equipe e pessoais. Nossa gestora traçava algumas metas semanais pessoais e em equipe. Na minha perspectiva, acho super válido, porque não dá a sensação de querer vender mais que o outro e sim lutar pelos nossos objetivos em conjunto. Quando uma pessoa batia a meta primeiro, ajudava a outra a bater também.

Entièrement d’accord ! Voici mes recommandations pour motiver une équipe de vente : 1- Collaboration avant tout : Une dynamique d’équipe solide renforce l’engagement vers des objectifs communs. 2 - Défis + Récompenses : Associer une performance individuelle (80% de la prime) à une performance collective (20% de la prime) stimule la saine compétition et favorise l’esprit d’équipe. 3- Reconnaissance collective : Célébrer les succès d’équipe renforce le soutien mutuel et la motivation à long terme.

One of the worst things a sales manager/director can do is clamp down too hard on people in their team that have proven themselves "earned their stripes". It is important that sales people follow a process and have good CRM discipline but if you are managing a sales team who are performing as individuals and as a team it will hinder growth. No one likes being micromanaged, if the sales team have proven themselves loosen the reins a little.

La flexibilité est devenue une clé de la motivation. Voici mes recommandations : 1 - Autonomie et productivité : Offrir la possibilité de définir ses propres horaires et de travailler à domicile permet aux membres de l'équipe de gérer leur temps efficacement, ce qui peut conduire à une meilleure productivité. 2- Attraction et rétention : La flexibilité est un atout majeur pour attirer et retenir les meilleurs talents, répondant à la demande croissante d'un équilibre travail-vie personnelle. 3 - Bien-être : Réduire les trajets quotidiens et permettre une meilleure gestion des engagements personnels contribue non seulement à la satisfaction des employés, mais aussi à leur santé mentale et physique.

Offering flexibility benefits can be a powerful incentive for motivating your direct sales team. Many employees value the ability to manage their work-life balance, so providing options like flexible work hours, remote work opportunities, or additional time off can be highly appealing. This kind of flexibility shows that you trust and respect your team members, which can lead to increased loyalty and motivation. Moreover, flexible arrangements can help reduce burnout and improve overall job satisfaction, leading to better performance and a more committed workforce.

Para obter bons resultados em vendas diretas, é essencial que os colaboradores possuam todas as informações sobre o produto ou serviço que estão vendendo. Investir em cursos, treinamentos e workshops é uma excelente estratégia para as empresas capacitarem seus vendedores e aprimorarem suas habilidades.

Investing in continuous training and development opportunities is an effective way to incentivize your team. Providing access to skill-building workshops, certifications, and professional development courses not only enhances their abilities but also demonstrates your commitment to their long-term career growth. When team members feel they are constantly learning and advancing, they are more likely to stay engaged and motivated. Additionally, training can help them overcome challenges in their roles, leading to higher confidence and better sales performance. A well-trained team is an empowered team, which is crucial for achieving sustained success in direct sales.

Investir dans la formation continue est crucial pour motiver une équipe de vente directe. 1- Compétences renforcées : Offrir des ateliers et séminaires permet à l’équipe de maîtriser les dernières techniques de vente. 2- Engagement : En soutenant leur développement, vous montrez votre investissement dans leur succès, renforçant ainsi leur motivation. 3- Performance élevée : Une équipe bien formée et informée est plus proactive et performante.

4. Continuous Training is my best incentive. Absolutely agree! I always emphasize that every training session enhances your experience and increases your value. However, it’s essential to translate that training into results—don’t forget to sell more to demonstrate that your training investment is worthwhile! :)

Já fiz campanhas de vendas com vários tipos de benefício e o que mais engaja é o financeiro. Para que se tenha o engajamento esperado, tenha metas específicas, mensuráveis e atingiveis. Apresente a evolução pelo menos uma vez por semana. Você pode até dar um destaque para os primeiros colocados, mas o formato onde todos dependem do grupo e onde todos podem ganhar traz mais resultados.

Financial incentives remain a strong motivator in direct sales. Offering bonuses, commissions, or profit-sharing based on individual or team performance can drive your team to achieve higher sales targets. To make financial incentives more effective, ensure they are clearly defined, achievable, and aligned with your overall business goals. Regularly review and adjust these incentives to keep them competitive and fair. Additionally, consider tiered incentives that reward not just the top performers but also those who show consistent improvement. Financial rewards provide tangible recognition of effort, encouraging your team to maintain high levels of performance.

An good sales person will have a rough idea on their cost to the business. A mature sales person will consider margin and operational costs (factors that affect availability of commission) If you don't have these figured out or are unable to explain to a sales person you lose credibility. Make sure you have a fair, transparent and justifiable commission structure. Don't be lazy and say Sales Person Salary x 2 is the target before commission starts; have the figures to back it up and have figures to incentivise goals.

Na minha experiência profissional pude constatar que muitos profissionais de vendas são movidos pelo reconhecimento. Segue 3 ações práticas e sem custo que utilizei e tive sucesso: 1. Reconhecimento em Reuniões: Nada como um elogio da gestão na frente do time. 2. Espaço para Inovação: Sabe aquele vendedor que sempre tem uma ideia para um novo produto, novo material de MKT ou nova campanha de vendas? Saiba que aproveitar uma ideia vinda da equipe é um forte sinal de reconhecimento. 3. Reconhecimento Público nas Redes Sociais: Hoje, o Linkedin passou a ser uma extensão daquele "mural" colorido que você tem na sua empresa, mas com o diferencial de dar visibilidade ao profissional, além da empresa em que ele trabalha. Aposte nessa dica!

Semanalmente apresento um relatório para os colaboradores da empresa com os resultados de indicadores de atendimento e melhorias a serem feitas, também realizo o reconhecimento dos atendentes que mais se destacaram durante a semana.

To effectively incentivize your direct sales team, consider: 1) Performance-Based Bonuses: Offer bonuses tied to sales targets or milestones. 2) Recognition Programs: Implement awards and public recognition for top performers. 3) Career Development: Provide training and advancement opportunities. 4) Commission Structures: Design competitive commission plans with clear earning potential. 5) Team Competitions: Create friendly competitions with rewards for top teams or individuals. These strategies can drive motivation and enhance performance.

Recognition programs are crucial for motivating your team and reinforcing positive behaviors. Implementing a system that publicly acknowledges achievements—such as employee of the month awards, shout-outs in team meetings, or even small tokens of appreciation—can go a long way in boosting morale. Recognition doesn’t always have to be tied to financial rewards; sometimes, a simple acknowledgment of hard work or a thank-you note can be highly effective. By regularly recognizing and celebrating both individual and team successes, you create a positive and motivating work environment where team members feel valued and appreciated.

Na minha última função, na qual tínhamos coleções trimestrais, passamos a premiar os top 3 escritórios de vendas. Posteriormente alteramos para o destaque por estado. Parece uma coisa simples, mas quem recebia o "troféu", publicava em.todas as suas redes sociais, alcançando clientes, pares e outras empresas que pudessem contratar seus serviços no futuro. Muitos dos que não recebiam, me procuravam no privado com o "ego" machucado, pois não receber o prêmio mexia com o brio deles. Com um simples troféu de reconhecimento, você gera uma disputa sadia ente o time e com um custo financeiro irrisório.