MSP marketing and sales should go hand-in-hand but more often than not, sales is a lonely pursuit. Most salespeople work with customers but don’t have frequent interactions with marketing teams and other departments that could offer support. Many customers and prospects are adversarial to salespeople, which makes the job even harder. Often, the efforts of salespeople are in conflict with marketing, customer service and other departments of the company that interact with customers. For these reasons, salespeople lose motivation or give up sales altogether. Use the following tips to keep your sales team motivated.
Supply Support to Your Sales Force
In order to encourage your salespeople, your business environment should offer them the following aspects:
- High quality services and products
- Marketing team with open communication for suggesting ways to add value to the customer
- Customer service department that responds quickly to customers’ concerns
- Lead generation strategies that provide quality leads for the sales team
If your business offers these support conditions, your sales team will excel.
Reward Outstanding Sales Performance
There’s no doubt that compensation boosts motivation. Consider offering your top performers compensations for a job well done. They’ll appreciate the extra income but more than that, they’ll feel appreciated and successful. Developing a compensation plan increases motivation of the salesperson because their performance determines the amount they can earn.
Sales conversions are not the only means of grading sales performance. Many factors go into making a sale and these should be rewarded to build confidence and enthusiasm in your salespeople. The following are some of the sales activities that you can use to measure performance:
- Number of productive calls
- Calls each day
- Days worked
- Selling time
- Follow up time with prospects
- Training sessions attended
- Knowledge of services and products
- Builds trusting relationships with leads
- Number of repeat sales
Set Realistic Goals for Your Sales Team
Setting realistic goals that your sales force and MSP marketing team can actually achieve will give them a sense of accomplishment, encouraging them to strive beyond the goals. Another way to motivate them to stretch the goals is to offer incentive programs and contests that reward any salespeople that achieve beyond the set goal. This is a great way to increase sales efforts. A few examples are trips, award banquets, leaderboards, perks, commissions, and vouchers. Make sure you know what your sales team wants and reward them with it.
Provide Training and Interaction
Since salespeople often work alone, keeping communication open with them is important. If you interact with them, they’ll feel they have an ally. You or a manager can also offer coaching that can help salespeople be better performers. Offer feedback that gives reassurance, as well as ways to improve. Offer your help on a regular basis and praise achievements.
Benefits of Offering Compensations and Rewards to Your Sales Team
If you take advantage of rewarding your sales team with incentives, rewards, and interaction, you’ll attract high-performing people. They’ll be enthusiastic about making new sales and stretching the goals you’ve set for the company. You’ll also see higher sales productivity and increased customer satisfaction, leading to repeat sales. Compensation and incentives increase performance by developing a competitive spirit in your sales team. Offering incentives also allows you to define your expectations and target specific sales goals.
MSP marketing and salespeople play a key role in your business. They are the public face of your brand with the responsibility for generating leads that result in sales. Motivated salespeople can be the difference between the success and failure of your company, so it’s crucial to offer encouragement, incentives, and rewards to your sales force.