The truth is that motivated teams skyrocket sales more than micromanaged or bullied teams. Sales people are strong, independent and driven individuals. Desiring to be an active participant in their own growth and success. As a Sales Manager you can support this attribute and motivate and inspire your team by having open, consistent, purposeful communication. Do not create a combative, competitive and bullying atmosphere.
It’s important to know that by giving them enough room, allowing them the opportunity to self motivate, openly share, hold each other accountable, co-create and check-in on their efforts will increase sales seemingly on their own. You can do this inside consistent sales meetings.
Waste of time?
I discovered after discussing sales meeting effectiveness with hundreds of Sales Managers and Sales Pros, many Managers believe that sales meetings are a waste of time. They think that its better to just let them get out and sell and stop wasting time talking about selling. However, since having sales meetings is part of the job description, they are compelled to have them anyway.
In addition, sales professionals gripe about how they are made to suffer through sales meetings and hate them because its a waste of time and actually make them feel bad, not motivated.
Motivated Teams Skyrocket Sales
Sales meeting should not make a sales person feel like a failure or embarrass them for not hitting goal. That just makes them feel sorry for themselves and justified in taking the afternoon off to get instant gratification by doing anything to offset the bad feelings. Such as; an afternoon at the spa, golfing or even visiting current clients that remind them how successful they are, but these current clients won’t be adding new money anytime soon.
Effective sales meetings are meant to share information and learning. Improve sales techniques. Create new opportunities. And yes, to hold each other accountable.
Sales Meeting ideas
Here are some excellent ideas to creating motivated teams that skyrocket sales.
- Review how everyone did the week before. Up or down, let them personally report on what they accomplished or struggled with.
- Take time to celebrate successes
- Provide details to the team about any upcoming promotions or changes in the selling process inside your company
- Set expectations for the week – as a whole. Targets, Goals, Deadlines, Etc. Ask team members for idea’s as to how the goals will be met.
- Allow them to share sales tips and ideas with each other
- Close the meeting with a round table of personal goals for the week. NOT goals that are set for them.
Most importantly, just let your team talk. The sales leader should only speak about 10-15% of the time.
In addition, as the leader of the meeting, make sure to keep the focus on what was accomplished, not browbeating any failed goals to death, believe me, your team is painfully aware if of any missed goals.
Finally, trust your sales team. Believe that they are capable, and that motivated teams skyrocket sales so much more than bullied one do.
If you would like to know more about inspiring and motivating your sales team, or if your a sales professional wanting to know how YOU can reach your goals even if your Sales Manager does not motivate and inspire you, let’s chat. If you have some great idea’s on how you motivate your team, leave a comment! We could all use some inspiration.