What is the first and most important step in motivating sales representatives? Many of you would probably agree that goal setting ranks high on the list. Getting your sales representatives to determine their own goals is definitely a move in the right direction, but where to next? Consider asking the sales representative these four key questions about their goal:
1) Why do they want it?
2) What activities will they do daily to achieve it?
3) How will they feel if they achieve it?
4) What happens if they don’t achieve it?
The purpose of this is to allow the sales representative to define, in their own words, what it will take to achieve their goals. It allows them to independently create compelling reasons to come to work, even on those “bad” days.
Over the years, I have seen many sales representatives excel by achieving their personally set goals. As a result, I’ve come to live by a couple sets of rules for sales representatives and managers which help ensure everyone is making a positive step forward on a daily basis. If you are looking to get the most out of your sales force, here are a few words of wisdom we use to help managers keep their sales staff motivated.
- “You cannot force people into brassring.”
Sales representatives have to want it for themselves, not because you want it for them. Help them realize why they want success. You may be the first one to really care enough about that person to help them figure it out on their own. By promoting self discovery, their loyalty will shoot through the roof.
- “If you are on track, you work for you. If you are off track, you work for me.”
As a general rule, give liberty to those that bring brass ringer results. Pull in the reigns on those that are under performing. Closely monitor their daily behavior, and coach them regularly until they crank it up.
- “Movement equals improvement.”
Small victories need to be acknowledged daily. This helps the sales representatives build confidence and continue to grow their sales. After all, everyone is happy when sales are achieved.
- “If you take someone apart, don’t forget to put them back together.”
We’ve all made mistakes in our life and have needed someone to redirect us from time to time. Just remember, build their confidence back up so they go to the front line with the confidence to conquer.
- “Pass your negatives up and positives down.”
Your problems should be shared with your superiors, not your sales force. When communicating to your sales team, keep it positive and encouraging.
Applying these rules will not only motivate staff to work harder, it will greatly increase the profitability of the dealership as a whole. I hope you can find ways to incorporate these rules in to your daily behavior and positively build your sales force. If you enjoy the process of selling, your sales team will follow.
