For any business to become successful, it needs an effective sales team. Regardless of how good your products or services are, the only way to convince potential clients to make a purchase is with a highly motivated sales team.
While most sales representatives are self-motivated, motivation may disappear when there are rough patches. For this reason, you need to identify sales awards criteria to keep your team motivated.
Sales contests and commission checks are some of the common methods business owners and sales managers use to motivate their sales force. However, you shouldn’t depend on these alone. To keep your sales force motivated year long, try the following methods.
Public recognition
Your sales reps receive a commission after every sale, but commissions alone won’t keep them motivated or even happy with their job. Instead, a public demonstration of appreciation for their achievements will be more motivating.
Public recognition doesn’t mean that there should be shout-outs at sales meetings. But there are other powerful ways to recognize your employees, including a monetary bonus, a top producer of the year award plaque, or even taking them to lunch.
Financial incentives
The main reason why you should consider financial motivation is because most sales reps want to be rewarded directly for their sales success. However, even if you have a commission structure in place, you may want to add an additional financial incentive for exceptional performance. This is an effective way to build morale amongst salespeople and give them a goal they’ll aspire to achieve.
Professional development rewards
According to a recent report, nearly 90 percent of employees said they would consider changing jobs if they got more options for training opportunities. This means that professional development is a powerful motivator, especially for salespeople who want to improve themselves.
Therefore, ensure that you offer professional development opportunities as an incentive in your business. Such opportunities may include:
- Tickets to industry conferences or leadership training
- Sales training from a professional coach
- Workshops and guides on how to use sales tech
Keep in mind that employees will remember great experiences, and they’ll relate it to their hard work and your business. Therefore, they’ll be more motivated and loyal to your business.
Share the bigger picture
There’s no doubt that your sales force directly affects your bottom line. For this reason, it’s important that you show them how they fit in the big picture and how their activities affect your company's success.
You can do this by discussing the company goals and the available channels they can use to achieve these goals. Keep in mind that if your sales reps don’t have a clear view of the growth and development plans within the company, they won’t be motivated to work harder.
Tangible prizes
Some of your salespeople will do everything possible to get the latest tech gadgets. When you identify that a sales rep desires to earn a specific item, you can use this as their source of motivation. However, you may want to reward them with something they can use in the office every day. These can be items that can improve their workflow.
Create a team trophy
According to various sources, giving trophies and awards can motivate excellence in employees. So, consider it an excellent effort when all the others fail to incite your sales team. Team award trophies and plaques can significantly motivate your team, help them achieve their career goals, and push your company forward. Also, awards and trophies have stood the test of time as one of the best incentives for your sales team. So, to boost your sales team’s morale, productivity, and efforts, consider them.
Give promotions
While keeping your sales team motivated is a job that you can resolve through various incentives, promoting them to a position with more job duty or power is one of the best ways to motivate them. The likelihood of getting promoted can inspire anyone. Besides, upgrades can be in the form of improved job experience and an increase in compensation.
Additionally, promotions have numerous benefits, from facilitating career growth to reducing attrition.
Reward the entire team after achieving a collective goal
Rewarding an entire team when they accomplish something good is essential for retaining them and can foster team spirit. Every employee loves appreciation at work. And while you are paying them to do their jobs, it is worth recognizing their efforts and showing them they are valued. Besides, team rewards can increase employee productivity.
Keep in mind that your team will be more productive when engaged. You will also get to boost their morale and happiness. Therefore, the best thing to do when rewarding a team is to identify the behavior you want to reinforce. Be very creative with your rewards, and don’t use similar rewards every time. Try going for custom sales recognition awards and trophies for the best team.
Give overachievement commissions
Did you know that putting a ceiling on sales commissions has an impact? If you are like most business owners out there, you stop paying the commissions once the salesperson reaches a quota ceiling. And in response to that, your team members will always keep their sales below the top. So, you can try getting rid of the ceiling and changing the compensation strategy.
Overachievement commissions are upper rates that start after the salesperson meets their quotas. For instance, if they earn a dollar with the usual commission rate until they reach their quotas, try giving them double the commission on all sales above their quotas. Giving overachievements commissions to your sales team can help keep the best salespersons in the field
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