A salesperson’s job includes a rigorous process to close deals. We know it takes time and effort to build rapport with clients. However, the closing deal rate is only 25% compared to the 100% effort your team puts into a prospect. It’s inevitable that your team will lose motivation along the way. If you want to motivate your sales team, here are three new methods:
Offer Incentive Choices
Companies tend to constantly change their incentive plans to see which works best for their sales team. Each salesperson has a different motivator. So it’s inevitable if some of your employees like your pre-agreed incentives, while others have other benefits in mind. If your work environment functions on a majority’s vote, then it’s possible that the minority are less motivated compared to others.
In most cases, this problem applies to all motivational strategies by the higher-ups. There’s always a minority that will be less satisfied. As a counter to this, it’s best to offer incentive choices. It’s best to let the salesperson pick what they want instead.
According to an Aberdeen study, a company that offers different perks hit 33% more than their sales quota. The best part? Their sales team reached a higher rate of 23% for their overall quota attainment. In line with this approach, it’s best to offer various incentives within your company’s budget range.
So, present this approach to your team and have a heart-to-heart talk. One thing is for sure. The process will take a portion of your time. But if we take a look at the statistics of companies who adopted this strategy, this time invested will be worth it by the end. Next, set realistic goals, so each salesperson is motivated to reach the incentive of their choice.
Out of the Box Rewards
Another way to motivate your sales team is by giving rewards outside the pre-agreed incentive system. So, if you want a fun prize, it’s best to go for a creative approach. Of course, this entirely depends on your sales team’s hobbies. First, you need to observe and communicate with your team before finalizing your reward.
If you have an adventurous team, why not give out a travel voucher. Depending on your company, clients always give out freebies such as entertainment tickets or gym memberships. So if you hear that your team is a fan of a particular artist, and you happen to receive ten VIP tickets. Why not give them out to the sales team that has the highest quota reached? This way, the other teams will be motivated to surpass their quota.
Another approach may be giving an extra holiday for your sales team’s top performer. Sometimes, an extra rest day for employees is just what they need for a quick recharge with loved ones. Whichever reward you choose, it’s essential to keep fun and creativity in mind.
Again, first, you need to know your team before proceeding. We don’t want to give an out-of-the-box reward that a particular individual won’t like. So, it’s best to think of a customized experience that will perfectly suit your team’s taste, interests, and hobbies.
When we say gamification, it means applying game-like elements to non-game contexts. In this section, if you want a unique method to motivate your sales team, why not gamify your sales? Of course, we’re not talking about a long-term system. It’s best to keep such events short to retain your team’s interest.
This approach can be conducted yearly, monthly, or weekly. So regardless of the game, your company decides, here are a few elements that you need to keep in mind:
- Simplicity is the best.
Nobody wants to join a complicated game. At most, keep the rules and goals of each game simple. You need to design a game that aims to motivate one behavior. For example, setting up more appointments, closing the most deals, etc.
- Short term.
Sometimes, a game’s duration can take a massive toll on your employees. Instead of motivation, your game might receive the opposite effect. So, it’s best to keep things brief. Besides, people are only motivated for a short period.
Before planning a game, it’s essential to keep in mind that your sales team will only be excited for a few weeks. Also, don’t forget that the chosen winners will simply relish their victory for a few days.
- Publicize results.
Sales are competitive by nature. So, to keep the passion alive during the game, it’s best to broadcast results in real-time.
It depends on the number of salespeople you have in your company. If possible, make the games team-based. This approach will also build a strong sense of camaraderie amongst your employees.
- Engage executives.
Ask your executives to offer encouragement and praise during and after the games. For the individuals who didn’t win, being recognized by their bosses can motivate and energize them.
- Freshness is key.
Remember not to repeat the same games. It’s best to plan fresh games, goals, and themes to keep the motivation and excitement alive. Also, it’s best to offer new prices.
In the end, it’s important to remember that each person in your team has different motivators. So if you want to motivate your sales team, it’s best if you observe each individual. Besides, if you’re going to mentor a strong team, you need to step back and start by assessing each of them.