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How do you keep your sales team motivated?
Motivation is, of course, the key to sales success.
Convincing someone to buy something they’re not sure they want to buy is a very hard job.
An unmotivated salesman won’t be able to muster the mental effort needed to get a prospect to sign on the dotted line.
But you need to explore other angles as well. Here are four few tips that will give your salespeople the drive they need to keep closing sales:
#1 Start Using A Sales Route Planner
You want your salespeople to convert as many prospects into actual customers as they can, of course. More customers mean more money.
If your salespeople are making a commission, more customers mean more money for them, too.
So, both you and your sales team would benefit from adopting a sales route planner.
Such a route planner guarantees that every route you give your drivers is the most efficient route possible. That way, your sales reps can visit more prospects every day without having to rush to do so.
The more prospects they visit, the more people they’ll be able to convert into customers.
However, not every sales route planner is the same.
Make sure the routing software you invest in has a color-coding feature.
This allows you to mark your stops with a color of your choice, which makes it much easier to organize your operation.
For example, you can use the color red for your hot leads and blue for your cold leads. That’ll help you focus your attention where it’s most needed.
ALSO READ: Top Three Ways a Trip Planner Can Empower Your Sales Fleet
The route mapping software will also help you balance your workload.
Without a route planner, this is hard to do.
You’ll end up giving some of your drivers, not enough work, which means you’ll sometimes pay them to do nothing, and giving your other drivers too much work, which means they won’t make it to every stop on time.
Showing up late is terrible for your reputation. Routing programs prevent that from happening.
Learn how to choose the best route planner.
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#2 Provide Personal Coaching
You shouldn’t take a one-size-fits-all approach to coach your sales reps.
Each of your reps has different strengths and weaknesses. Each of them must be assessed individually.
A sales rep might be knowledgeable about what they’re selling, but they don’t have the charisma needed to make a personal connection with the customer.
If they have the opposite problem (high charisma, low knowledge), that obviously requires an entirely different training technique.
Make sure you truly understand your sales team. That’s the only way you’ll figure out how to make it better.
#3 Hire Sales Reps That Are Motivated In The First Place
Of course, it all starts with the hiring process when it comes to building an effective sales staff.
Before you even interview anyone, take the time to clearly define what you’re looking for in a sales rep.
Make a list of qualifications that are especially important to you.
Create unique questions that will show you what a prospect is like both as a professional and an individual.
The interview process can be long and annoying. It’s tempting to just hire the first qualified person who walks in the door. Don’t do that.
Interview every single qualified applicant who applies. The more choices you have when it’s time to decide who to hire, the better your odds are of finding someone great.
#4 Put A Great Salesperson At The Top Of Every Team
If you separate your sales staff into different teams, don’t put all your best reps on the same team. Distribute your talent instead.
Running a business is hard work. You have to wear many different hats. You won’t have time to hold every rep’s hand and walk them through exactly what they need to do to succeed.
Your most skilled and experienced sales reps can take over this task for you. Use them as on-the-job teachers for your reps that could use a little more training.
So, how do you improve your sales team’s productivity? Have you ever used a multi stop route planner before? Let us know in the comments section below.
Want To See For Yourself How Route4Me Can Boost Your Profits?
