How To REALLY Motivate Your Sales Team
The Daily Sales
Entertaining, Motivating, Educating and Inspiring Salespeople all over the world!
Every sales leader out there will agree with one thing...
Motivating salespeople is NOT easy.
I mean it's one of the most challenging, stressful and rejection filled jobs out there. Every day they're making calls, sending emails, trying to contact prospects, being rejected, challenged, questioned, the list goes on.
Yes you can run a weekly or monthly meeting and get the team pumped up, but that motivation will only last a day max, more likely an hour or so.
I speak at around 40-50 SKO's each year and my goal is to motivate the sales teams as much as possible but I've noticed something.
Most people will leave the SKO motivated, lots of them writing down pages and pages of notes and feeling super excited to get back to their desks and back to selling.
It's not long though before the sales leaders are struggling to get their teams to do the activity needed to hit their targets. Why, well the motivation has worn off.
There are 2 things I want to focus on here:
1) Motivation is required 24/7 and is often required consistently throughout each and every day.
2) We all have different (changing) motivations.
Firstly motivation is needed constantly. Now I've always been of the belief that is your OWN responsibility to find motivation. However, as a sales leader you are responsible for your team, you want the best out of them and you want the best for them.
This puts some of that responsibility on you and so it's your job to try and bring that motivation as often and in as many ways as possible.
Yes have regular SKO's and meetings, but also look at other ways you can give motivation, for example:
Secondly, and more importantly, you need to accept that each person will have very different motivations, and those motivations can and will change.
For example someone might be purely motivated by money, whereas someone else might be more motivated by progression. Someone might be saving to buy a house, whereas someone else might have kids and be saving to look after them.
It is crucial, and I mean crucial, as a sales leader, that you take the time on a regular and consistent basis to understand what motivates each of your individual sales team. Try to dig as deep as you can into understanding that motivation so you can really tap into it to get them pumped up every single day.
If you're a sales leader, your teams motivation should be very high on your list. A motivated team will work hard and drive far better results.
If you're a sales rep, I'd recommend making sure you take your own personal responsibility for your motivation and looking for how you can motivate yourself each and every day.
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Keen to learn more? Want to become, or want your team to become LinkedIn & Social Selling masters?
Here are a host of extra resources of mine to help you and your team:
PODCAST - The Social Selling Podcast
BOOK - The Ultimate LinkedIn Sales Guide (Available on Amazon)
BOOK - The Ultimate LinkedIn Messaging Guide (Available on Amazon)
YOUTUBE - Daniel Disney YouTube Channel
WEBSITE - www.danieldisney.online
If you're interested in me coming to deliver an in-person or virtual SKO, Keynote or if you're interested in a Corporate LinkedIn/Social Selling/Sales Navigator Training package, please feel free to pop me a message on LinkedIn or email me directly at danieldisney@thedailysales.net
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2wYou can't push a wet noodle. I could not motivate a soldier but, a bullet coming near could. When engaged in intense competition - like in a boxing ring, on a wrestling mat, etc... the responsibility for motivation was on me. I really didn't hear the crowd, or the coach. If you as a leader, can help someone, by getting them to verbalize and share their dream/motivation with you, then you can mention that to them, at the right time, in the right way. The innate drive for winning, found within oneself, is the best motivation.
LinkedIn Top Voice | Free Sales System | INC 500 Winner | Scale your sales and team with a proven system. Leave the chaos behind and grow. Built for Founders, by a Founder. Link below.
2wI get asked by sales managers who are having a difficult time getting one or more of their underperforming people salespeople, How do I motivate them? Good question. How do we really motivate anyone? The answer is simple: You ask them what motivates them. And then you watch what they do. Watching will be all the proof you need. If they tell you they want to be the top salesperson….or If they tell you they want to learn a new skill. Watch, and then ask the following question: Why do you want that? People who want to be the top in anything, learn something new need a Why. A strong Why. What you want to hear is something like this from them: I want to be the top salesperson because then I can send my kids through college with no debt. I want to learn a new skill because I’ll be more in demand and won’t have the stress of worrying about the next job. These are the Why’s behind the Wants. If our Why is strong enough we will do whatever it takes to be the top salesperson, develop a new skill, or immerse ourselves in building something that changes the world.
Set a example of admirable standards yourself! "Walk the Walk!"