- Having experienced both the ups and downs in sales,
I know how hard it is to stay motivated
when things don't work out.
Being able to keep your team's spirits high
is one of the things that makes the difference
between a good manager and a great manager.
Easier said than done, right?
Let me show you how I ensure
that my team stays inspired and productive.
The foundation for a motivated team lies in having a clear
and achievable career development plan in place.
Take a look at your sales department
and ask yourself what are the different career paths
available to my reps?
Also ask is our compensation package structured in a way
that motivates the reps?
Ask am I setting challenging
yet attainable goals for my team?
Talk with your reps one-on-one on a regular basis
about what they want to get out of their job and career.
Depending on the career path
that they envision for themselves,
you can work together with your team
to ensure they're on track to achieve their goals.
But sometimes even reps that are happy
with their career development end up feeling unmotivated.
Maybe they feel unhappy with their team dynamics.
Or maybe they feel like they need more training.
Or maybe they don't feel valued or recognized.
As a manager, there are some tiny steps that you can take
to nip these problems in the bud.
One great way to motivate your team
is to host a lunch or dinner to celebrate
when a rep wins a key deal or does something exceptional.
By inviting the whole team,
you instill a team-oriented mindset
where everyone's rooting for each other.
Additionally, this recognition makes reps feel valued
and encourages them to work even harder.
Attending sales conferences regularly
is a great way for reps to learn
about the latest developments in the industry.
Plus, networking at these events
will not only improve their performance,
but it will help re-energize their drive
and stay excited about their career in sales,
which frankly in my opinion is a more challenging,
but often more rewarding career path
than a lot of other options.
Another thing, people don't think about it,
but the way a workplace is set up
has a huge impact on a team's positivity.
To create a comfortable atmosphere,
your office should be well-lit and quiet,
with comfortable furniture.
You want to create a relaxing mood,
which will help improve your team's focus and productivity.
The less cluttered and claustrophobic
your office is, the better.
An open layout has the benefit of promoting conversation
and collaboration, while a door and cubicle layout
has better soundproofing.
If you go open layout, make sure there are quiet rooms
your reps can head to for important conversations,
privacy and focus.
I've always felt like nothing cheers people up like food.
Everybody loves snacks, and I think it's important
to always keep fresh and healthy food
like nuts and fruit in the office
for your team to keep sustained energy.
I personally have hard-boiled eggs made everyday
inside little egg steamers inside my offices, too.
Coffee and tea are a must.
A friend of mine's company
took away the coffee to save a few bucks,
and I'm pretty sure they're out of their minds
because now everybody just walks to Starbucks twice a day.
It must waste an hour for would have been 25 cents a coffee.
Bar games like darts are another great way
to give your reps a break.
In my company we have a foosball table.
It's very good for stretching your legs
in between calls and taking your mind off the job
for a few minutes.
Another thought, every once in awhile reward your team
with a quick getaway from the office.
You don't have to go far or spend a lot of money.
It can be a meal out, or getting some takeout food ordered
for delivery to a nearby park.
The point is to clear your team's mind
and strengthen relationships.
People are motivated to work
where they have some real friends.
I also feel like there's always a great reason
to throw a potluck.
Also, consider inviting your employees' family
to join some activities.
It's a great way for your team
to get to know each other's lives outside of the office.
Thinking of your own office and team,
brainstorm one change you can make to your office
and two activities you can do outside the office
to motivate your sales team.
These changes will ensure that your team remains engaged,
energetic and productive.