7 steps to motivate higher sales and improved work/life balance

You’ve got a great business, if only you could sell more. But you and your team lack the energy. You lack motivation. You lack time. Part of the reason is you. You are the business. You are the reason behind its success, and the reason it has reached a sales plateau.

If you rely on two or three clients, are suffering from a lack of repeat business, or simply do everything yourself, your growth is limited. The same goes if you rely on your time.

It doesn’t have to be this way. With the right mix of expertise and automation, you can multiply your sales several times over. With the right motivation, the smallest team can snowball its sales successes.

In this article, I discuss how to achieve this and kick off your sales growth.

Step #1: Understand your own motivations

What motivates you to sell? Is it the win? Is it not losing? Is it the money? Is it the lifestyle you can build because of your sales? 

If you read that last question and think that all sales is giving you is few hours in the day, few days in the week, and fewer weeks in the year, then you should listen to my podcast ‘How to increase sales time’. In that, I set out the seven steps to get more out of the time you allot for sales:

  • Reduce over-servicing clients

  • Block time for sales and track that time

  • Use a virtual assistant (VA) to do the routine stuff associated with sales

  • Use pre-formatted texts and templates

  • Use pre-prepared proposals that you can customize to each lead (or better, get your VA to do this)

  • Reduce your call times, and be strict with yourself and your leads

  • Use a calendar scheduling tool

Put in place at least one of these today. If I were to pick one as most crucial, it would probably be to use a virtual assistant. Why? Because he or she will be able to help you do most of the other six – and that’s going to free up a lot of time that can be used to sell.

Step #2: Compose your sales goals

What are your sales goals? More clients? Higher revenue? To sell new products or services?

Write down your sales goals for the month, the quarter, half-yearly, and year. Putting your goals in writing makes them concrete. It makes you think about them and helps you to focus on them.

Once you have you goals in writing, break them down to weekly and daily goals. Now you can track your progress. That’s essential.

Step #3: Decide on your sales process

There isn’t a single way to sell. You must work the way that makes sense for you. The way that makes sense for your market, your target customers, and your team.

Often, you’ll experiment with sales techniques and strategies. This means that you may have a high failure rate at the start. That will demoralize you. Far better is to seek advice and copy sales techniques that are successful in your market – but add your own ingredient to make your pitch unique. 

Modify sales techniques to your style, and utilize your VA to prospect leads – having first created your ideal customer profiles.

Step #4: Share sales kick-off themes with your team to motivate performance

Whatever the size of your team, share your goals and kick off your sales with themes that motivate your sales process and interaction with clients. Examples include:

  • Raising the bar: your product or service is bigger, better, bolder than it has ever been.

  • Stronger and faster: your process has been honed. It’s now stronger and should yield faster results.

  • Best practices: share your best practices across all functions of your team, and encourage them to share theirs.

  • Rocket fuel: you had a good year last year. But you aren’t standing still – you’re going to burst through last years’ numbers.

  • Activate: for a new product or service launch, activate your sales by sharing all the info.

Step #5: Learn to coach

As your team grows, it will look to you for guidance. You must be a coach to get the best from your team. A great way to develop as a sales coach is to be coached in sales yourself. Your sales skills will be refreshed, and you’ll learn coaching strategies and methods that can make a real difference to your team’s performance.

Step #6: Stay positive

You’ll benefit from up days. You’ll suffer down days. Understand that your journey in sales is as much of a roller coaster as your life is.  The bad days are sent to remind us just how great the up days feel.

When you meet with a client, take your positivity into the meeting. You KNOW that you will close the deal. If not today, then tomorrow.

Step #7: Remain flexible

Plan for the worst, hope for the best, and deliver a consistent performance. Sometimes you’ll need to revise you plans. Leads will postpone meetings. Have a backup plan so that you are not unproductive.

I know a business owner who travels to his meetings and arrives an hour before. He sits in a café, orders a coffee, and fires up his laptop. He starts work, on his ‘emergency tasks list’. If his meeting is delayed, he is not left unproductive while he is waiting.

Enjoy your non-sales life

For smaller enterprises, the boss is the entrepreneurial soul. If you get so highly focused on sales, and spend all your time selling, the creativity and drive that got you to where you are will be in danger of disappearing. Your energy will be sapped, your time exhausted.

It’s crucial that you find the systems – and people – that will provide you with the framework to make the best use of your time. This should help you to enjoy your other work-related responsibilities and your life away from work, doing the things that make you happiest.

What is it that you most enjoy outside of work? How are you going to grow your sales while maintaining a healthy work/life balance? What systems and processes do you plan to use? Let me know in the comments below, and I’ll share more tips that will help to energize your sales and your life.

Alternatively, to better understand your sales skills and how targeted sales training can help to build your confidence and your revenues – the kind of revenues that will boost your ability to live the life you desire – contact me today.

Publish Date:10/16/2020 12:00:00 AM
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7 steps to motivate higher sales and improved work/life balance
You’ve got a great business, if only you could sell more. But you and your team lack the energy. You lack motivation. You lack time. Part of the reason is you. You are the business. You are the reason behind its success, and the reason it has reached a sales plateau.
If you rely on two or three clients, are suffering from a lack of repeat business, or simply do everything yourself, your growth is limited. The same goes if yo…

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