To train a well-oiled, motivated sales team it first requires that you hire the right kind of people for the job. Obviously, not everybody is going to be a winner, but you always want to make sure that you hire the type of people you would want to talk too. Be sure that they are positive, enthusiastic, and are eager to play the selling game. Next, you need to train them incredibly well. This is the most important part of the process because it is highly difficult to keep your sales force motivated if they feel inadequately equipped to do their job. It is discouraging and embarrassing to not know what you are doing or to be uncertain in your abilities. Being well-trained gives your team confidence, and that confidence turns into a self-motivated machine. So, as far as training, you need to make sure that they; 1) Know what their job is and entails 2) What they’re responsible for. 3) Understand who the company is and the company’s mission statement. 4) Understand the product/services. 5) Understand the pricing. 6) Understand the compensation plan for their success. 7) Know what the quota is. 8) Know how well one can do based on past results from the best salesman. 9) Know what objections they are most likely to face. And 10) How to combat those objections with proper, informative, and ethical sales techniques.
I have found through my research and experience that money (salaries/commissions) by themselves are not motivating enough to build a successful and motivated sales force. It can get people interested, but it won’t turn them into go-getters. They need to feel well-trained as well as comfortable with the knowledge that if they need help, the overseeing manager has their back. This will create a sales-team of fearless warriors, or close to it.
The last bit to successfully keeping your sales team motivated is by creating a positive, upbeat atmosphere. You have to come to work on fire and set the tone for the rest of the team. You need to be reading self-help books and listening to motivational/sales audios in order to keep the information fresh and new for your team. This is what separates the good from the great. If you train them right, they will be good. If you keep training yourself as well as dropping new nuggets on your team regularly, they will be great!
Mel Jones #coachMP