Learn the Techniques of Motivating Sales Team
Freedom, fund, fun, old, fashion, family security inspires youth to work hard.
1 - Obligation and loyalty developed during the interview itself; if you can judge a right candidate and recruit him he will develop loyalty. In sales quite often sales person were removed without reason, instead of underestimating or belittle them be empathetic and give them livelihood they will dedicate their life for the organization.
2 - Introduce the job role and responsibility to the new employee during the selection process itself. After selection during induction if the candidate finds major mismatch between their expectation and job responsibility they develops dissatisfaction.
3 - Empower employee with proper training of sales techniques, organizational norms, regarding company, product, competitors, area of attentions and care to reduce the uncertainty or illiterate approach during the field activity. After training , with a test on theory and practical send the sales people to field to reduce the failure and frustration rate.
4 - Sales approach and success rate for different product and services are different made them aware about in their area of dealing to develop patience in their approach.
5 - Attach the fresher with some experienced person to during the field visit to understand the market and to observe the process of dealing.
6 - Initial phase do not bother of sales order and achievement motivate the fresher to travel, interact and to understand the process of selling with time automatically develop self and will bring sales order, but mild supervision, training and trust is essential.
7 - If the sales person is a fresh candidate will enjoy traveling with time may need motivation in term of increment in traveling allowance and dearness allowance.
8 - After developing a sales territory successfully, shift to different territory with increase salary, if at all interested to transfer, otherwise will lose faith that after doing so much effort at the moment of rest and stability authority may transfer again in the future.
9 - Looking into age, background, gender allocate different job may be to deal with corporate customer, HNI ( high income group) , celebrities , etc.
10 - Corporate client , HNI client, developed country clients may be aspiration of a sales person to deal or to interact, looking into the sales person communication and personality allot will enjoy and will work hard.
11 - DA and TA inspire to travel more to earn the extra. So fix them wisely.
12 - Definitely incentive, commission and bonus play major role.
13 - Support Sales staff with Sales promotion scheme, advertisement that creates good enthusiasm and empower the sale people with sufficient cause to contact dealer or distributors, customers to communicate about product and the benefit. Sales promotion in the form of discount, extra volume or contest may be of great interest of the middleman, traders, dealers, retailers, etc.
14 - Understand the sales role of sales person whether managing sales channel, direct selling, or handling customer in retail outlets accordingly guide them each need different acumen.
15 -Motivation with proper appraisal, appraise and promote on basis of financial or freedom, autonomy, authority factors.
16 - Keeps all the promise that motivate better, inspire with self management leadership.
17 - Best motivational force is the track and record of sales manager in his career, means sales manager pull whole team by setting examples after the whole team in resolving problems and developing the market.
18 - Freedom, fund, fun, old, fashion, family security inspires youth to work hard .
19 - Develop Power of listening listen to sales staff problem , let them share their personal problems and feelings to develop belongingness and try to solve them empathetically by word , counseling or action.
20 - Do not create unhealthy competition inter fighting among employee , employee with the distributors or dealers.
21 - Develop healthy retention policy otherwise that creates rumor, gossiping, backbiting, fears , insecurity and threats in work environment.
22 - Bossism versus benevolence, love versus law balance is essential.
23 - Reimbursement of expenses if there is not major differences while presenting the expenses, do not allow accountant to rule over the sales team.
24 - Try to remember the each and every member with their name, if one can call by name that gives emotional solace.
25 - Autonomy, reward, sales competition inspire to achieve the target.
26 -Financial authority to plan the sales budget, preparing the route chart, traveling can also motivate the sales staff to work more responsibly.
27 - Appreciation in front of the whole team gives great solace to mind and heart.
28 - In spite of sincere effort if a member of sales team is leaving one should not bother, because after leaving the organization the person may realize the importance and may returned in future.
29 - Training and meeting at hill station, club, picnic, party, can relax the sales force.
30 - Medical expenses, security, accident coverage insurance threats
31 - Sales man life versus soldier
32 - Leader versus manager, be leader to pull the team towards higher vision and goal.
33 -Make them carefree, light inspire them to try their best rest will be taken care by God.
34 - Teach them meditation to remain relaxes and stress free and lead balance life, in spite of excessive traveling, saves them from derailment from character and career.
35 - Respect to their ideas and suggestion tries to implement without ego that gives a lot of satisfaction.
De-motivating Factors
1- Biased attitude, scolding, insulting, criticizing, anger is danger, unethical target, demotion, transfer
2 - Target should not be too low or too high.
3 - Any change in system communicates and train the sales force.
4 - Do not put them into cross means, for company mistake the sales person should not be castigated by the customers and dealers.
5 - Allow leave for relaxation and family visit after working hard .
2 - Introduce the job role and responsibility to the new employee during the selection process itself. After selection during induction if the candidate finds major mismatch between their expectation and job responsibility they develops dissatisfaction.
3 - Empower employee with proper training of sales techniques, organizational norms, regarding company, product, competitors, area of attentions and care to reduce the uncertainty or illiterate approach during the field activity. After training , with a test on theory and practical send the sales people to field to reduce the failure and frustration rate.
4 - Sales approach and success rate for different product and services are different made them aware about in their area of dealing to develop patience in their approach.
5 - Attach the fresher with some experienced person to during the field visit to understand the market and to observe the process of dealing.
6 - Initial phase do not bother of sales order and achievement motivate the fresher to travel, interact and to understand the process of selling with time automatically develop self and will bring sales order, but mild supervision, training and trust is essential.
7 - If the sales person is a fresh candidate will enjoy traveling with time may need motivation in term of increment in traveling allowance and dearness allowance.
8 - After developing a sales territory successfully, shift to different territory with increase salary, if at all interested to transfer, otherwise will lose faith that after doing so much effort at the moment of rest and stability authority may transfer again in the future.
9 - Looking into age, background, gender allocate different job may be to deal with corporate customer, HNI ( high income group) , celebrities , etc.
10 - Corporate client , HNI client, developed country clients may be aspiration of a sales person to deal or to interact, looking into the sales person communication and personality allot will enjoy and will work hard.
11 - DA and TA inspire to travel more to earn the extra. So fix them wisely.
12 - Definitely incentive, commission and bonus play major role.
13 - Support Sales staff with Sales promotion scheme, advertisement that creates good enthusiasm and empower the sale people with sufficient cause to contact dealer or distributors, customers to communicate about product and the benefit. Sales promotion in the form of discount, extra volume or contest may be of great interest of the middleman, traders, dealers, retailers, etc.
14 - Understand the sales role of sales person whether managing sales channel, direct selling, or handling customer in retail outlets accordingly guide them each need different acumen.
15 -Motivation with proper appraisal, appraise and promote on basis of financial or freedom, autonomy, authority factors.
16 - Keeps all the promise that motivate better, inspire with self management leadership.
17 - Best motivational force is the track and record of sales manager in his career, means sales manager pull whole team by setting examples after the whole team in resolving problems and developing the market.
18 - Freedom, fund, fun, old, fashion, family security inspires youth to work hard .
19 - Develop Power of listening listen to sales staff problem , let them share their personal problems and feelings to develop belongingness and try to solve them empathetically by word , counseling or action.
20 - Do not create unhealthy competition inter fighting among employee , employee with the distributors or dealers.
21 - Develop healthy retention policy otherwise that creates rumor, gossiping, backbiting, fears , insecurity and threats in work environment.
22 - Bossism versus benevolence, love versus law balance is essential.
23 - Reimbursement of expenses if there is not major differences while presenting the expenses, do not allow accountant to rule over the sales team.
24 - Try to remember the each and every member with their name, if one can call by name that gives emotional solace.
25 - Autonomy, reward, sales competition inspire to achieve the target.
26 -Financial authority to plan the sales budget, preparing the route chart, traveling can also motivate the sales staff to work more responsibly.
27 - Appreciation in front of the whole team gives great solace to mind and heart.
28 - In spite of sincere effort if a member of sales team is leaving one should not bother, because after leaving the organization the person may realize the importance and may returned in future.
29 - Training and meeting at hill station, club, picnic, party, can relax the sales force.
30 - Medical expenses, security, accident coverage insurance threats
31 - Sales man life versus soldier
32 - Leader versus manager, be leader to pull the team towards higher vision and goal.
33 -Make them carefree, light inspire them to try their best rest will be taken care by God.
34 - Teach them meditation to remain relaxes and stress free and lead balance life, in spite of excessive traveling, saves them from derailment from character and career.
35 - Respect to their ideas and suggestion tries to implement without ego that gives a lot of satisfaction.
De-motivating Factors
1- Biased attitude, scolding, insulting, criticizing, anger is danger, unethical target, demotion, transfer
2 - Target should not be too low or too high.
3 - Any change in system communicates and train the sales force.
4 - Do not put them into cross means, for company mistake the sales person should not be castigated by the customers and dealers.
5 - Allow leave for relaxation and family visit after working hard .
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