You want your company salespeople to sell because that’s what they’re supposed to do, but do you know how to motivate them to sell in the first place? Here are just a few ideas you could implement starting today.
Worry About Action More than Results
Selling something is always a numbers game, and often people that are good at selling products go for results rather that activity. They try to squeeze as much financial gain out of a single client as they can, rather than talking to multiple clients and making multiple sales. Making multiple sales can not only spur on later sales with all of those people, your overall activity will climb, and your results will, too.
Lazy? Fire Them
A salesperson doesn’t have to get the program right off the bat; learning how to sell a product takes a little bit of time. Within two or three months, however, the salesperson should have a good idea of what they’re doing. Often salespeople who are not successful are simply negative or have a bad attitude about being in the office. This kind of attitude can spread to your other employees and affect everyone. Get rid of these people as fast as possible, regardless of how well they are doing.
Even Small Successes are Successes
Recognize your top leaders. Who’s surpassing everyone else by leaps and bounds? Make sure you make an example of them every month at a sales meeting. Show your other employees what you are looking for on a daily and monthly basis and celebrate success when you see it. If that doesn’t work like you want it to, create an incentive program. Offer gift cards or other prizes for people that have the most improvement or the highest number of clients.
All in all, making the office feel like a more positive place isn’t always easy, but it’s always necessary. Take the time to worry about the right things, make the right decisions, and encourage success in all sizes to fuel the passion your office needs to make your business succeed.