Sales managers often go to great lengths to inspire their personnel. Whether it is bringing the sales team to a conference, taking trips to tropical locales, dangling significant commissions or something else, sales managers seem to be willing to try it all. However, this approach will not rectify issues with employee motivation. Here is a look at how to inspire your MSP business’ sales team and rake in the money:
The First Step is Establishing Goals
Setting goals seems like common sense yet some sales managers forego it. Sales professionals need a goal to strive for. If there is not a goal, the salespeople won’t know what they should have their sights set on and what qualifies as a true success. Opt for something achievable but challenging and your sales team will respond. However, each sales professional is inspired in his or her own unique way. Establishing a personalized goal will work for some. Others will respond better to sales quota goals. In some instances, a contest will prove optimal. When in doubt, do not hesitate to set individualized goals for each sales professional.
Build a Rapport
It will prove quite difficult to motivate your sales team if you have not established a foundation of trust to build upon. A team that does not trust you or believe you care about their interests will prove difficult to inspire. The best leaders must have their team’s trust. The optimal way to establish such trust is to be honest with your team. If something important is going on, make your salespeople aware. Try to assist your sales team rather than scolding them. Become a helpful problem-solver and your sales team will gradually improve with each passing day.
Sales Professionals Need a Purpose
Those who are passionate about their work tend to perform quite well. If your MSP business staff is not engaged, their productivity will undoubtedly decline. If you do not keep your team fully engaged, their thoughts will drift to matters outside of work. The bottom line is people need a sense of purpose. Give your team a reason to do their best and they will feel that much more like they are a part of the team.
Sales reps should be rewarded when they succeed. Yet for many, a sales commission is not enough in and of itself. A commission is expected so it is necessary to push beyond it for the sales staff to feel completely recognized for their accomplishments. One of the best ways to recognize success is to throw a party or bring the entire team out to dinner. This way, the entire group benefits rather than just one person. Such an approach makes your sales team that much more team-oriented. Everyone wants to be the one honored in front of their colleagues. This is the motivation your team needs to perform at their best.
Get Everyone Involved
It is difficult to accept fault rather than blame others when quotas are not met. There could be all sorts of reasons for the failure to reach a quota. Perhaps marketing is not providing as many leads as necessary. Maybe there is an issue with customer service. These situations can be avoided by eliminating the barriers between each department within the company. Once these groups work in unison, there will be little in the way of progress and substantial growth will occur. The sales staff will feel connected and tuned-in. They will collaborate with co-workers, alter their approach as necessary and enjoy sales success.
Think Outside of the Box
There is no reason for rewards to be strictly monetary. Try to recognize your MSP business sales group, honor their accomplishments in creative ways and generally make the workplace that much more enjoyable. Consider doing something fun like taking the team out for a game of laser tag, an afternoon at the arcade or a day at the ballpark. Furthermore, team members should be encouraged to provide feedback. Inquire what their motivation is. Listen closely and you will glean all sorts of important insights that help you inspire your team to reach their potential as sales professionals.