Managing a sales team can be hard work even when staff are dynamic and hungry for their next sale. If a sales team lacks motivation though then a sales manager’s job can be a nightmare as apathetic sales people bring in few sales and as a result a companies’ profits can quickly slump. With some positive sales management strategies, sales teams can soon regain their energy and reach their potential. Below are some top sales management tips for motivating sales people...

Provide proper training

If sales staff don’t know what they’re doing, whether it’s anything from technical difficulties with the phone system to not knowing what the latest promotions are, then they are going to feel frustrated and unmotivated. Even the most seasoned sales person will require training to keep them up to date on a company’s latest products or special offers for example. It’s also well worth encouraging sales people to continue their professional development with courses, seminars and keynote speaker events so they can constantly bring new skills and ideas to the company.

Make goals achievable

A key aspect of sales management is setting goals for the team so they feel motivated enough to reach their targets. Setting unrealistic goals will do nothing to encourage the team as they will simply choose to ignore the goals, knowing that they’ll never reach it. This is not to say that goals should be too easy though as the capabilities of the team could be undermined if they reach their weekly goals by 9am on a Tuesday morning for example.

Provide desirable benefits

A benefit is only a benefit if people see the value in it so by talking to the team and understanding what perks they would like, sales managers can offer a range of benefits which their staff actually want to receive. Competitive pensions, Christmas bonuses, gym membership, health insurance, extra holidays and scheduled regular rewards for good performance can all be potential benefits.

Create an open atmosphere

Communication is an integral sales management skill and having an open door policy in the office ensures that team members can openly discuss any issues. Being honest and open about problems or annoyances means that issues will not be able to cause friction within the team and they can be talked through and solved more quickly.

Technical support

Slow computers, confusing CRM systems, unreliable internet access and crackling phone lines can all crush motivation levels. If a sales team doesn’t have the technical support required to do their job then there’s no way they will be able to increase sales and remain motivated. As part of the sales management process, technical issues should be logged and dealt with quickly and effectively to prevent the team becoming frustrated. If this means investing money in new phone systems, a new CRM system or faster internet access then it will be money well spent.

A motivated sales team will not only bring in more sales but will also help to create a positive and energetic working environment for the whole company.