One of the most effective ways to motivate a sales team is to take their opinion into account.
In addition to being a motivational tool, getting feedback is extremely useful for integrating direct market information and insights into company decisions.
The commercials are a source of precious information , which can hardly be obtained by other means. Although the sellers will surely have opinions conditioned by their situation, they are the ones who are fighting every day with the competition and the different difficulties they have when it comes to selling.
This information must be carefully analyzed. However, one must be cautious; you have to be aware that the ” external Locus of Control ” for the negative is always in the air.
That is to say, “if I pass I am the cane, if I fail, it is that the teacher has a mania for me.” I think this is so because of the pressure exerted by the results.
Based on the different sources of information, the management of the company will make the decisions it deems appropriate.
Normally, sellers want to sell, so their requests for help will be aimed at being more successful.
There is nothing more demotivating for a salesperson than to say, “to think about it, we are the managers, you take care of doing what we tell you”, or “how many companies could you have called while you have wasted your time writing me this e-mail telling me what happened?” What do you need to sell more?
Both cases I have suffered in my own flesh with enormous astonishment.
I am a fan of organizing team dynamics from time to time to discuss topics of interest or problems to improve. It is true that you have to plan them well and be careful not to make them too demanding.
The participants also have to be aware that we are working and it is not fun (in the case that games are used to motivate a sales team), which will require a significant effort.
4 Group Dynamics To Motivate Your Sales Team:
.Objections
.SPIN method questions for a specific product
.Actions to strengthen the emotional bonds of customers with our brand
.Structure and content of business meetings
Objections
I usually use a dynamic structure that applies to many situations, for example for objections:
1.- Individual reflection . Each participant writes on several cards the objections that seem most relevant to them.
2.- Each objection is shared and presented on a surface, blackboard or wall
3.- All objections are segmented into differentiated groups (clustering), to identify categories of objections
Weighted valuation methods can be used to identify which objections are the most relevant based on the experience of the group. Subsequently, dynamics can be raised on how to resolve the objections raised.
SPIN Questions For A Specific Product
A good salesperson must know how to ask to extract clues that reveal the main problems that reveal and interest the client. And that is when the SPIN methodology enters the scene.
Neil Rackham in his book SPIN Selling discovered that there were 4 types of questions that get the best results:
.Situation: Who are the key people for decision making? What are your biggest challenges? What are your goals for this year?
.Problem: Are you satisfied with the way your investments are handled?
.Implication: How many opportunities have you missed because of the way you manage your investments?
.Need-Solution: Why is it important for you to solve this problem?, etc.
Actions To Strengthen Emotional Ties With Customers
Some actions to strengthen ties with customers are: reviewing their purchase history before dealing with them, knowing how to listen carefully, paying attention to non-verbal communication, using professional language that the customer can easily understand, etc.
Structure And Content Of Business Meetings
Joint follow-up meetings are one of the most appropriate environments to work on motivation. I am in favor of the weekly meeting, and if possible an additional monthly one.
Some actions you can do to motivate:
.Ask for and share feedback, about the competition, about the market or our products
.Regularly report relevant company news
.Regularly report on product development plans, or any other aspect of commercial relevance, asking salespeople for their opinion to take it into account
.Identify and track key success parameters. We must not only focus on the typical parameters, of commercial intensity, but we must also identify others, such as the number of product demonstrations carried out.
.Have computer applications that allow you to easily display all the parameters that you want to follow
.Agree with the commercial objectives for the different parameters and work on how to achieve them
.Include training elements or analysis of successful cases
.Recognize extraordinary successes, or commercial development
.Introduce news or a surprise that encourages the “party”
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