3 Ways to motivate your employees

Nowadays it is complicated to constantly maintain motivation in a sales force, specifically in sales, and it is one of the most complicated tasks as a manager. Unfortunately, not all executives can maintain more than one hundred percent effort and this is usually due to the lack of belonging they feel with the company, pressure due to quotas, changes in the market and the assignment of new territories.

However, it is management's priority to incentivize and motivate executives, as well as to provide them with a healthier work environment so that they can increase their productivity. No matter how much talent you have in your team, commitment and motivation are among the most powerful tools you can have to achieve your goals.

That's why we share 3 of the most effective ways you can motivate your sales team.

1. Focus on the company's impact: avoid talking about financial results.

One of the most important ways to start motivating your team members is to change the way you talk about your company.

Shareholders or partners usually care about a company's financial results; most employees do not have as much interest in those results. This is often true when employees do not see a direct correlation between their salary and the financial success of the company.

Many consultants and business coaches have found that team members are more motivated by their organization's impact on the world rather than the company's financial success. In fact, many studies have found that younger employees in today's workforce share this mindset. This is why managers are encouraged to seek to motivate their team by focusing on the impact the company has on society.

2. Invest in tools that help close sales and engage employees.

Ensure that a "customized" or personalized CRM platform serves as a tool that improves the work environment and enables an improvement in the business process.

A good report, a clear report, a well-prospected pipeline or "sales funnel", a mass mailing or an application for cell phones, can considerably improve an executive's performance, as well as increase his or her productivity.

It is important to consider that CRM platforms require a training and consulting process, adopting them may be easier for some salespeople, but it should not be a stress factor in this process.

In addition, employees will feel more involved since they are being delegated the opportunity and responsibility to manage this process, and they will even be more interested in learning and proposing action plans. Achieving this sense of recognition from the company to the employee is a value that will depend on the attitude and commitment that they assume with the company.

3. Define objectives for each employee and establish a compensation plan.

Normally each executive feels motivated for different reasons, it is important to define between 1 and 3 points that motivate the salesperson to make a greater effort.

However, establishing an effective compensation plan by territory and depending on the market can influence executive productivity.

So, setting individual objectives to motivate each executive in a personalized way combined with an achievable and defined quota based on each salesperson's territory is a good way to help them achieve their objectives. This will be a win-win. What are the benefits for both?

The benefit for the employees of course, besides the fact that it is a reward for their effort and dedication, will make them feel more self-confident when they see that they are achieving the proposed objectives. Having the company's trust in them makes them feel valued. And the benefit for you, of course, will be in the first instance, higher productivity, goals achieved and achieve a good working environment in your company, so the same positivism and energy of a single team will be reflected in all areas.

And an added value: To take into account your comments, knowledge and/or proposals.

No one knows the field better than they do, they are the witnesses to the ailments, the opportunities and the escapes you might be having. Their experience is real as they are face to face with the situations. They will listen to comments and input, which they can channel to you, and in this way, you can arrive at an accurate and effective decision making.

Of course, all these proposals will be valued and probably cannot be carried out, but the feeling of being listened to is an opportunity that few get to feel. Also, depending on the qualities, projections and results, they can be given more freedom in terms of immediate decision making and action plans. Letting them take the risk (without the risk becoming detrimental) will help them think more tactically and not get carried away by emotions and impulses. They will improve their emotional intelligence.

In this way you will also be able to reduce the turnover rate of your employees. Undoubtedly, one of the great advantages of incentivizing your employees is that it will generate in them an invaluable commitment and in this way each project will be theirs and they will give their all so that the objectives prosper.