4 Tips to Energize Your Salespeople

Sometimes sales fall. Nothing goes up in a straight line. Inconsistency of results is one of the biggest problems in sales, and it can lead to demotivation. When this happens, it can be disastrous. 

Demotivated salespeople don’t have the positive mindset to stay positive in sales. And negative salespeople turn to terrible tactics to sell, like discounting prices. Motivated salespeople use their positivity to persuade buying decisions – they sell faster and at higher prices.

Is motivation really the problem?

Good salespeople don’t usually lack motivation. If your team appears to be stuck in a rut, unable to close sales, or sluggish at prospecting, it’s often a combination of factors that lead to demotivation. 

If only one member of your team is demotivated, it is more likely to be something going on in their personal life that is the issue. In this case, you’ll need to talk to the salesperson and learn what the problem is, and then develop a plan to cope and recover.

If it’s the whole team that appears to be unmotivated, then it’s a bigger problem for you to deal with. Reasons for unmotivated sales teams include:

  • A lack of team goals and plans
  • A lack of skills needed in a changing market
  • A lack of confidence in their ability
  • Difficulty in coping with rejection
  • A lack of recognition

How do I motivate my sales team?

If your team’s confidence and efforts are low, you need to act fast. The longer you leave it, the faster the downward spiral works. It may be true that there’s only one way to travel if you hit rock bottom, but trust me, you do not want your sales team to sink that low.

When discussing motivating a sales team, tips that I find work best are:

  1. Get them to trust you

One of the first things you must do when it comes to motivating your sales team is to get them to trust you. When your sales team trusts you, they will feel comfortable telling you about any problems that they are experiencing. You will be in a much better position to help them achieve the best results if you know what the problem is to begin with.

  1. Give them a purpose

Another piece of advice is to give your sales team purpose. Make sure you discuss your business goals, the problems you are solving, and how you help the businesses you work with to achieve their goals. It’s not about how you do what you do, it’s about why you do it.

When your sales team connects to your purpose, it gives them a reason. They have something more meaningful to connect with. They will have something concrete with which to challenge your customer,  and this will improve their conversions and closes.

  1. Establish clear goals

Next, establish clear goals. Clarity of objectives enables your sales team to understand exactly what is expected of them and gives them targets to plan toward.

When was the last time you spoke to your team about its goals? Do they know their group and individual targets? How often do you have planning sessions with them?

You should never assume that your team knows (or understands) its targets. Speaking about team goals often helps you to monitor results and learn what support is needed to smash your revenue target.

  1. Recognize their efforts

The final piece of the puzzle when it comes to motivating your sales team is to recognize the effort that they are making. Your salespeople may feel like they are putting in a tremendous amount of effort with no reward – especially if sales have stifled through no fault of their own.

When sales slump, it is natural for salespeople to want to do things differently. Rarely is this the answer, and if your people start changing the script it can soon develop into a free-for-all with your business ethics down the pan.

The answer is to recognize efforts that align with how you do things. Take the time to give some verbal praise, encouragement, and words of wisdom – you’ve been here before. It’s nothing new. The lean times will soon be gone.

Is your sales team demotivated?

It is easy to become demotivated when things aren’t going your way. As a business leader, you must make sure that your sales team doesn’t suffer should sales fall. As soon as you notice any of the signs of demotivation, you must put your foot on the accelerator and take steps to ensure your salespeople remain positive.

These four tips will help you to keep your sales team motivated to succeed, but you should monitor results and be consistent in your approach. Remember to recognize when people are doing what they should and following best practices, even if they are closing. You can then sleep well, knowing that things will turn round.

The best strategy is to energize your sales team from the kick-off, and then never let up on your motivational efforts. Still not sure where to start? Book a free 15-minute call with me and we’ll get you started.

Publish Date: 6/11/2021 12:00:00 AM
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4 Tips to Energize Your Salespeople
Sometimes sales fall. Nothing goes up in a straight line. Inconsistency of results is one of the biggest problems in sales, and it can lead to demotivation. When this happens, it can be disastrous. 
Demotivated salespeople don’t have the positive mindset to stay positive in sales. And negative salespeople turn to terrible tactics to sell, like discounting prices. Motivated salespeople use their positivity to persuade buying decisions – they …

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