Ways To Motivate Your Sales Team


Published on

This is one of the most requested topics by sales managers worldwide. The truth is, there are literally thousands of ways to motivate sales teams but it only takes a few to make your team more happy and productive.

Published in: Business, Education
1 Comment
No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • That completes our review of fourth quarter and full year 2006 results I would now like to turn your attention to our Investor Day presentations…..
  • Ways To Motivate Your Sales Team

    1. 1. Ways To Motivate Your Sales Team Steve Waterhouse President Predictive Results, a PI Worldwide Member Firm
    2. 2. Roadmap <ul><li>1. Background </li></ul><ul><li>2. Learning </li></ul><ul><li>3. Thanking Their Spouse </li></ul><ul><li>4. Rewarding Progress </li></ul><ul><li>5. Telling Everyone </li></ul><ul><li>6. Getting In The Game </li></ul><ul><li>7. Pitting Teams Against Each Other </li></ul><ul><li>8. Refrain From Making The Reward Too Big </li></ul><ul><li>9. Time Factor And Feedback </li></ul><ul><li>10. Conclusion </li></ul>
    3. 3. Background <ul><li>Sales Managers Worldwide Often Deal With This Question: “How Do I Motivate My Sales Team To Achieve Greater Results?” </li></ul><ul><li>The Truth Is, There Are Literally Thousands Of Ways To Motivate Sales Teams </li></ul><ul><li>It Only Takes A Few To Make Your Team More Happy And Productive </li></ul>
    4. 4. <ul><li>Learn A Little About Each Person On Your Team </li></ul><ul><li>Do They Like Movies, Music, Plays Or Skiing? </li></ul><ul><li>Look For Opportunities To Reward Them With Something That Represents Their Interest </li></ul><ul><li>You Will Be Saying That You Appreciate What They Did And That You Are Thinking Of Them As An Individual, Not Just A Number </li></ul>Learning
    5. 5. <ul><li>One Of My CEOs Sent A Card To My Wife With A Note Saying The Following </li></ul><ul><li>Thank You For Doing Without Steve During The Past Few Weeks. The Work He Was Doing Was Important To Us And I Appreciate Your Sacrifice And Understanding </li></ul><ul><li>This Really Worked, It Got Me Feeling Good And Motivated </li></ul>Thanking Their Spouse
    6. 6. <ul><li>Do You Wait To Reward Only The Final Sale? </li></ul><ul><li>Do You Only Want To Reward A Sales Rep When He Reaches A Quote? </li></ul><ul><li>This May Result In Sales Reps Getting Burned Out On The Way </li></ul><ul><li>Instead Reward Small Actions That Lead The Way And You’ll Keep Them Fired Up For The Long Haul </li></ul>Rewarding Progress
    7. 7. Telling Everyone <ul><li>Some People Like Their Rewards In Private </li></ul><ul><li>Some Are Motivated By The Knowledge That Others Know What They Did </li></ul><ul><li>Find Opportunities To Thank Such People Publicly </li></ul><ul><li>Company Newsletters And Local Press Releases Work Very Well For This </li></ul>
    8. 8. <ul><li>When The Boss Gets In The Game, It Makes It More Fun For All </li></ul><ul><li>Promise To Do Something Crazy Or Distasteful If They Win The Contest </li></ul><ul><li>The More Public The Better </li></ul><ul><li>This Is A Good Time To Call The Press! </li></ul>Getting In the Game
    9. 9. Pitting Teams Against Each Other <ul><li>Personal Rivalries Only Go So Far </li></ul><ul><li>Team Rivalries Have Special Value </li></ul><ul><li>Every Member Of The Team Will Work To Help The Others Do Their Part </li></ul><ul><li>In The End, You Will Create A Self-motivating Team </li></ul>
    10. 10. Refrain From Making The Reward Too Big <ul><li>Some Companies Feel That The Bigger The Prize The Better </li></ul><ul><li>But I Have Seen This Backfire When Sales People Realize That They Can’t Reach The Goal And It Means 50% Of Their Annual Pay Is On The Line </li></ul><ul><li>This May Be One Of The Reasons Which Increases Employee Turnover And Causes Staff Disharmony </li></ul>
    11. 11. <ul><li>Contests That Pay Out At The End Of The Year Can Create Year-end Blitzes Or Slackers Depending On Where They Are In The Fourth Quarter </li></ul><ul><li>Try A Quarterly Contest To Keep Their Eye On The Ball All Year Long </li></ul><ul><li>For A Change Of Pace, Let Your Sales People Develop A Contest </li></ul><ul><li>You’ll Be Amazed At How Hard They Work At Their Own Game </li></ul>Time Factor And Feedback
    12. 12. Conclusion <ul><li>Keeping People Motivated Is Often As Simple As Staying Motivated Yourself. If You Are Down Or Negative About The Market Or Company, They Will Follow Your Lead. The Opposite Is Also True. Smile And The World Smiles With You! </li></ul><ul><li>http://bit.ly/Predictive_Results </li></ul><ul><li> </li></ul>
    13. 13. <ul><li>Thank you! </li></ul><ul><li>Questions? [email_address] | @piworldwide </li></ul><ul><li>http://www.linkedin.com/in/piworldwide </li></ul><ul><li>More Information: http://www.piworldwide.com </li></ul>