When sales reps are engaged, they are more productive. They're focused, involved, and enthusiastic about their job, plus engaged sales reps are dedicated to company success. They are motivated to do their best for their own benefit and for the benefit of the organization. Motivation can sometimes be an obscure practice and difficult to achieve so we've come up the best practices for unlocking a 'social' sales enablement solution.
So, how do you motivate your sales reps to achieve not only strong sales engagement, but sales acceleration!? Let’s take a look at the 8 ways to achieve just that.
- Listen, Listen, Listen!
Rather than micromanaging your sales reps, inspire them to be more productive by listening to them and letting them know that you appreciate their viewpoints, opinions, and feelings. By listening to them, you can also learn from them to become a better leader.
- Communicate Frequently and Effectively
Not every decision you make will be a popular one, however, if explained openly and honestly, even the most difficult decisions will be supported by your sales reps. This support will be the result of understanding your reasoning and why you made a particular decision.
Another important rationale for open communication stems from working relationships. If you engage your team often, they'll be more inclined to engage with you. Open lines of communication are a key facilitator to sales success and team alignment. Limiting your conversations to only discussions of sales performance management will result in reps that,
A) Feel a conversation with you is only about performance, and;
B) Will avoid interacting with you altogether.
- Make Your Employees Feel Like They Are a Part of Something
Everyone wants to feel like they belong to something. Show your sales reps where they stand in the overall strategy of the organization. When sales reps feel as though they're part of something bigger, they are often inspired to work harder and substaniate their active role in the larger team.
- Keep the Promises You Make
No one likes to be lied to. When you promise your sales reps something, follow through on that promise. If for some reason you can’t, make sure that you explain the circumstances and why that is happening. By being respectful of your team’s time and expectations, you are showing them that they’re valuable to the company and to you.
- Be Consistent
Nothing demoralizes a sales rep faster than an inconsistent manager. Be consistent in your attitude, expectations, and behaviors. Your sales reps will trust you and feel comfortable around you, creating a positive environment. This is what it all stems from, the workplace environment, if the workplace environment varies, reps (and everyone else for that matter) will be on high alert and unable to focus on the task at hand. When the workplace remains consistent, the reps can build and maintain a sales process comfortably and confidently, knowing their working environment will remain consistent.
- Recognize Employee Success
Celebrate all success – no matter how big or small they might be. A simple ‘Thank You’ goes a long way. Not only does this make sales reps feel valued, but it also increases their morale, which leads to higher productivity. Think about incremental steps. You should treat positive reenforcement as one of your sales enablement tools, and use it for behaviours that you want repeated.
- Be Welcoming
An open door policy is very effective. Your sales reps should feel that they are able to come to you with question and concerns, without fear. Individual motivation varies from person to person, the best will take chances, learn from their mistakes, and adapt from learned outcomes. More cautious reps could potentially have groundbreaking ideas, but shy away out of concern for failure and an inability to share their thoughts with the team lead. By promoting an open door policy, you will expand the horizons of engagement from all reps on the team.
- Undivided Attention
Give your sales reps your full attention when they come to you. If you can't at that specific moment, set up a time when you know you'll be able to. It is not only respectful to do so, but it also provides your sales reps with your undivided attention which will make them feel appreciated and valuable.
Are your sales reps comfortable communicating with you? Or, do they shy away from interacting with you? Make sure you think before you act.
In conclusion, each of these 8 practices are not independent from one another. Unlocking behavioural sales enablement solutions requires sincere effort and an honest desire to achieve the objectives of an empowered sales force.
And if you're looking for more information about sales enablement and the benefits that it provides, download a free copy of our whitepaper below.
