Are you concerned that your sales team lacks motivation no matter what time of year it is? Your business is not unique in this regard.
This business blog article has a few tips on turning lethargy into action so your business can power through the end to the very last day.
Employees have the power to make or break your business. When it comes to a sales team, this can happen on a greater level when they’re just not satisfied.
Lack of productivity in sales results in lower revenue, fewer new customers, and probably existing clients sounding out your competition.
When your salespeople are not focused on making positive connections with your target audience and customers, your business is on a downward path that threatens its existence.
Does Your Sales Team Lack Motivation? 6 Signs
Let’s look at the signs of apathy and lack of motivation.
1. Sales aren’t being made
It may sound an obvious one, but if sales targets simply aren’t being met and successful deals are failing, it’s a red flag that your team might not be at their most productive.
2. The sales process seems to be taking longer
When you check in with your sales team, perhaps they’ve successfully followed a lead and opened up a dialogue. If they’re then waiting longer for a response or taking a significant amount of time to close a deal, this can be a sign they lack the motivation to finish — even if the deal successfully closes in the end.
3. Their attitude is negative
Perhaps your sales team is constantly making excuses for why sales aren’t being made or speaking negatively about the business or process itself.
4. Employee attendance and productivity is at a low
There can be many telltale signs that might not directly refer to the sales process. Employees could be turning up late, becoming increasingly absent, or acting highly demotivated based on body language and attitude when in the workplace.
5. Clients have specifically pointed it out
You may have gained client feedback about a sales employee or team regarding their less than enthusiastic approach or any other feedback that indicates their heart isn’t really in it.
6. They lack teamwork
Sales can often be a team effort, and even salespeople who work alone will be affected by the attitude of sales colleagues. If even one colleague makes it difficult or has a negative attitude, this can affect the whole team.
How to Motivate Your Sales Team
Whether you’re already experiencing these signs firsthand or just want to make proactive efforts to keep your team motivated, here are some great ways you can do that.
Use the right software.
A sales team can work more capably and confidently with the technology and software to back up their efforts. A sales management system can help a team work cohesively and streamline sales tasks, but it can also help a team feel more motivated with what they’re doing, knowing that they have the technology to back it up.
Reward good performance
Securing a sale can be reward enough for a hardworking salesperson, but that satisfaction can easily take a nose dive if management and the company aren’t rewarding hard work. Acknowledging when your sales team has done an exceptional job and offering incentives and rewards will help keep them on track and feel appreciated.
Recognition is vital for employees in the business, no matter the role.
As mentioned, software and technology are great tools for sales, including tracking systems. Nevertheless, there are still some encouraging internal ways to track sales success, such as a physical display board within an office space. Visual tracking and recognition like this can be a great motivator.
Concentrate on company values
Any team member will work harder and more passionately when they understand their company’s values and know that their own values align. Sales teams can work much more complicated if they know precisely what they’re working for, why their company’s ethos is important, and how their efforts will make a difference.
Therefore communicating your company mission and values to your staff team is always essential.
Always pay attention to signs of minimal motivation and how you can help your sales team get back on track.