If you missed last week’s Part I of this post, please stop now and catch up by reading it HERE.
Now to continue with my suggestions for providing motivation for your sales team:
Zombify your email and try paper for a change – Email is commonplace; but a handwritten note tells people you took the time to communicate in a personal manner. You will see notes and cards displayed on the desks of salespeople, but probably never an email.
Zone in on crediting family members – Hard working salespeople put in long hours and at times need to entertain clients after hours. Why not recognize the spouse and kids who make the sacrifice of giving up time with family by sending a thank you note, along with maybe a Chick-fil-A gift card.
Zonk the team by allowing salespeople to coach – This is another form of public recognition, so when one of your salespeople performs excellently, don’t keep it a secret. Assign a portion of your sales meeting to him/her, asking them to teach and train on best practices. This way the salesperson is recognized for their expertise, and the message usually means more when it comes from a peer. It also motivates fellow team members to become an ‘expert’ so they can help lead future sales meetings.
Zap performers with immediate feedback – Don’t wait until you have time to give compliments or feedback. Two weeks after a good performance won’t generate the same response as giving immediate recognition for selling or problem solving. How confused would your dog be if you were to wait a week to give him a treat after performing a trick?
Zigzag your recognition to something besides sales – How about recognizing a salesperson for things other than sales results, such as a great attitude, or problem solving, or customer testimonials. Every sales team has folks who show up to meetings early, mentor rookie reps, or make other contributions that ensure the sales department operates smoothly. Establish a special award or designation for that individual. Catch ‘em doing something right!
Zoom in on sales success symbols – In golf there is the Green Jacket and in football it’s a Super Bowl ring. The rings are huge and very awkward and where could you actually wear that jacket, but these are symbols of success. Does your company have some symbols of success for your folks to shoot for? The item is usually not that important; it’s the recognitions associated with them that counts. Whether they are inexpensive, such as certificates, plaques, or blazers; or pricey such as golf club memberships or company trips to distant resorts, every company should establish prizes like these for the sales team to shoot for.
Zip up the corporate recognition food chain – Praise shouldn’t come from just the first line sales manager. Ask the Region or Division Manager CEO or Owner to make a congratulations call. The farther up the ladder the kudos come from the more valued they will be. This ensures someone “out there” really noticed the accomplishment.
To wrap up what we’ve discussed during the last two posts; motivate your sales teams by observing, appreciating and recognizing good behavior. It’s not always easy; just simple!
————-Seeing Is Believing————-
If I were to write about why you should become a Robinson Training Solutions customer, you wouldn’t believe me because my name is Robinson. So how about glancing at some of these short video testimonials from several of my clients, and BTW I didn’t put the words in their mouth, because that would be unsanitary. Now don’t be scared…
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