A salesperson’s motivation and performance are linked. Employees perform better when they are motivated. It is therefore essential for the company to ensure that its teams are well motivated and to stimulate them. There are various methods for doing this, which are presented below.
Why should you motivate your sales staff ?
Motivating sales staff is considered a key to the success of a company. It is a tool for increasing the turnover they generate. This increases the company’s profit. The sales teams are at the centre of the company’s development, so it is essential to give them the desire to excel and close even more sales. This can be done by using different levers: cohesion, sales challenges, rewards, etc.
Integrating salespeople into the company
Creating a sense of belonging is a very good way to motivate salespeople. It is important to create cohesion among them. You can do this by setting up teams. This will help salespeople to integrate into the company, but also to exchange ideas and build good relationships with each other. They will be better able to support and help each other when necessary. It will also develop a team spirit that motivates each other, which is very beneficial for good sales performance. You may also decide to set up individual or team sales challenges. This will stimulate employees and push them to excel. The Muse Motivation agency offers an original and mobile digital challenge tool, for example. Also think about organising group activities on a regular basis to maintain good relations between salespeople. The integration of salespeople into the company also concerns relations with their superiors. It is important to show them recognition. For example, it is important to congratulate them when targets are met or when they make a good sale. Indeed, the gratitude shown by superiors is a good motivator.
Rewards for salespeople
Rewards can be of different types. Financial rewards are known to boost the motivation of salespeople. To increase their activity, you can decide to pay them a fixed and a variable part. The latter will increase according to the employee’s turnover. The higher the sales figure, the higher the salary. This will make the employee want to do more to earn more. However, this system of remuneration must be decided when the contract is signed. On the other hand, a bonus system can be put in place. These can be based on total sales or on the turnover of a particular product or service. In this case, they can be used to guide the activity of the sales teams. On the other hand, your sales representatives can receive intellectual or material rewards. For example, you can choose to have them win an object during a challenge. This will push them to excel. You can also reward them with training, which they appreciate. Finally, you can set targets to be reached over a given period. The salespeople who reach them first can choose their days off. This type of reward is very motivating for employees and pushes them to excel.