How can I motivate my sales team? Why do they lack motivation? These questions are common and answers to them are countless. In the wake of cliche answers I realized a more important question exists. Whose job is it to motivate a sales team? Many believe it is solely the responsibility of management. I beg to differ.
What’s lacking is self-motivation. This baffles me to say the least and here’s why. When managers want to motivate their sales staff they pay them by commission- that is the point! If my income were commission-based you’d better believe I’d have the motivation to sell. So what do unmotivated individuals do to better their situation?
Surrounding yourself with positive people is crucial. Regular encounters with positive people will result in improved motivation by nature. I’m sure you’ve been told that the attitudes of those around you eventually rub off. Well, it’s true. Nothing improves motivation like a positive attitude.
When effort is shown it is now managements’ job to commend these efforts. Are you that manager who is quick to criticize yet hesitant to praise? With so much time spent jumping down employees’ throats of course you’ve run out of time for a few words of encouragement now and then. Some criticism is understandable and natural, don’t get me wrong. However, it becomes dangerous when it attacks someones character and/or happens continuously. It’s pretty evident as to why this might put a damper on motivation. Now you’ve not only personally attacked your employee but you’ve made them less productive than they already were. Don’t be that manager. When you notice improvement in performance, even the slightest bit, be sure to give recognition. Praise builds self-confidence which results in motivation. If criticism is in order you must be conscious of how you go about it. Keep the individual’s need for motivation in the back of your mind! Before long you will notice the substantial roll that praise plays in motivating your sales team.
No amount of criticism will light a fire under someone who lacks self-motivation- it’s that simple.
ABOUT POWERHOUSE USA
Powerhouse USA is a full-service advertising, marketing and promotions agency dedicated to helping your business flourish in today’s competitive environment. Located in Orlando, Florida, the Powerhouse USA team specializes in all forms of advertising and marketing, including traditional advertising media (television, radio and print) and online marketing (social media, website development, reputation management, Google AdWords and other search engine marketing and optimization efforts). As a fee-based company, Powerhouse utilizes its various resources and contacts to provide businesses with extraordinary service and effective results.
