5 Steps to Rejuvenate Your Sales Team
5 Steps To Rejuvenate Your Sales Team
Having your sales team go ‘stale’ is never good for business. Here are 5 easy steps for you to add some life into your staff and revitalize your team!
- Understand what really makes them tick.
Ultimately it is commonly expected that people work for the money you pay them. In truth that is not the case for everyone and especially above a certain level of income where one might argue that the employee is ‘comfortable’. Many sales teams and effective sales managers have applied the ‘treat them mean, keep them keen’ approach but in todays business world there is a scarcity of talent and you would not want to push your best people away because you tried a poor tactic to fire them up!
Better to speak with them and see what motivates them personally. Is it money...or is it holidays? Could you incentivise performance a slightly different way…time off instead of more money? How about finding what parts of the job they hate and looking for a ‘work around’ instead of simply saying “that’s the job take it or leave it”. Your sales team is your very best asset. It pays to make a little more individual effort and find what triggers that a star performer to go a little further.
- Get together more!
Understandably, every business has a different team dynamic and a different geographic challenge, but from a human perspective we psychologically work better when we feel that we ‘belong’. Thus ‘team dynamic’ when strengthened increases the ‘work for the team that I belong to’ motivation.
Investing in team conferences and ‘away days’ might seem counter intuitive, but science shows that working psychologically their way bounces back with better loyalty and increased drive.
- Show them they’re worth it.
Similar to the idea of ‘team days’ deliberately investing in your team makes them feel valued and that is, to many, a bigger driver than another £1000 bonus. Try deliberately investing in some ‘training’…or bringing in a named speaker to add impact at a sales meeting…it never implies that they aren’t good enough, it simply shows that you subscribe to ‘sharpening the saw’ and ‘constant improvement’ and that they are worthy of spending money on. Demonstration says way more than you telling them every meeting that they mean a lot! Show them by doing something ‘added’.
- What’s new?
When you have been selling the same old widget for many years even those of us with the strongest mindsets can get bored!! Where is innovation?! Where is something new?! Deliberately injecting a new service or product range gives a team member something new to re-connect with clients about. Its like a brand-new start and a fresh reason to chat.
Sadly, many companies don’t look sideways and add products or similar service offerings often enough and then lose staff to other jobs, because each and everyone of us needs to have ‘something new’ now and then. Try deliberately adding ‘new’ once a year and keep your team fresh by the company being fresh.
- Expand your openings!
Sadly, too often a company grows a stable management team…and then keeps churning the sales team below and doesn’t think why?! Is there visible and tangible progression in your company? Are the managers looking up and saying, “where do I go from here?”, are the sales team members also asking “what are my chances of advancement? Do I move out because I can’t move up?”
Very often a sales team grows and then sticks. Its says ‘this is where we want to be’…and inadvertently kills the energy of the sales dynamo! A true sales performer needs progression. The apprentice learns the craft because they want to be a master. If they see no room for being a ‘Master’ internally then all you have done is grown a competitor. Think long and hard at your company’s advancement opportunities because nothing kills a sales team as fast as a perceived dead-end role.
Ben Kench is the UK’s leading Sales & Business Growth Specialist and the author of “Selling For Dummies” . For more conversation and sales development ideas connect with Ben at www.benkench.com