How to Motivate a Sales Force in a Down Economy
When the economy is slow, you may have to provide a little extra motivation to get your sales force going. A sales job can be tough, so it isn't uncommon to see that some get a little discouraged. Yet you can motivate your staff and keep their spirits high so that can keep going during difficult times. Challenging times can help a sales force recognize new opportunities.
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Instructions
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Hold a sales meeting. A meeting of this sort is a good opportunity for rallying the troops. First of all, acknowledge that times are challenging because of the economy and thank them for their hard work and dedication. Recognize the efforts of the entire sales force. Let them know that you have complete confidence in them and that you know they will not quit or give up. You may want to remind them that challenging times don't always last. The meeting should have a high level of energy, excitement, enthusiasm, and passion. Don't spend a whole lot of time on actual sales figures. A meeting of this sort should provide different activities and give the sales force a day of events designed to help them recuperate and recharge.
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Tell a compelling story of how you overcame challenging times when you were a sales representative. This could motivate and inspire the staff and give them the incentive they need to forge ahead. You may be able to provide a new way of looking at things. Sometimes all that is needed is a new perspective. Your story could instill courage, motivation, and confidence.
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Amend the sales goals during the sales meeting. When times are challenging, some of the sales force may not be hitting their goals and objectives. This can make some people very discouraged, especially if they are used to achieving their goals. Lower the goals even if temporarily. When your reps can hit the adjusted goals, it will boost their confidence and provide a motivational spark. This process could keep someone from tossing in the towel.
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Encourage the staff to learn something new. Demonstrate some role-playing techniques in the sales meeting. A new sales strategy or technique could help motivate a staff. This could be a different approach to contacting customers or demonstrating how a product works. If you can provide the sales staff with a new closing technique that has a high probability of gaining new customers, you may see a more positive outlook from the sales force.
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