Like most of the sales leaders I work with, you are probably trying to get your head back to work in the new normal that is post lockdown. You have staff who are working remotely and you’re trying to figure out how to turn this rusty sales team into the bunch of sales legends you know they can be. Believe me, you are not alone and, if you read on, you’ll find some essential things to consider if you want to get this sales team accelerating. Sales isn’t complicated. In my opinion, success comes down to a few simple things we must get right. There are others factors outside of the areas I’ll note, but whenever I do a review of a department these are always my starting points, before I dive deeper into more complex areas.
1. CULTURE AND MOTIVATION
I hate to burst the corporate bubble that has been around for the last 10 years, but a decent commission structure, an iPhone, a laptop and a few bean bags in the office are not reasons your sales team will perform. With people now working from home, even the bean bags can’t be used as a motivator. Picture this scenario. The commission structure is great, the product is fine, the market is ready, but every Sunday evening as you try and watch Dragons Den, you realise you are actually worrying about how the hell you are going to get your team to start performing. You had visions of an army of hungry sales assassins hitting the phones like in The Wolf of Wall Street (hopefully in a more ethical way), broadcasting the features, benefits and delights that your product has to offer clients across the globe. In reality, you have a team that is as inspired and driven as a Manchester City fan watching United win the league at Old Trafford. Unfortunately, to give you a reality check, this usually isn’t their fault – it’s yours For a sales team to be motivated, material incentives will only get you so far. To reach legendary status you must spend time motivating and inspiring them. You took on this responsibility when you hired or inherited the team and, unless you have sessions put aside to do this every single week, you will end up with a team that is going through the motions or verbally marketing your product down the phone to practically anyone who will answer. If you aren’t a naturally motivational person, hire someone in to do it for you. There are hundreds of amazing trainers and speakers out there who will come in on a part time basis and get your team fired up for the next quarter and inspired to get onto the sales leader board. If your team is really inspired, your clients will be, too. Inspiration is contagious.
