The closers who convert a lead into a contract are the cutting edge of the sales industry; they are paid on a commission basis, which does provide a certain level of incentive. After all, money makes the world go around!
It can be a struggle for any sales manager to keep a team fired up and hungry for orders, and with that in mind, here are a few ideas to help your team find that extra motivation to smash sales targets.
Cash bonuses
Nothing motivates like money; calculate your override and create a contest, with cash prizes for those who reach their targets. If you meet your team on a Monday morning at one of the top meeting venues in Singapore, bring lots of cash with you and have a wild champagne celebration as you hand out the prizes. The ones that get the money back will be encouraged to repeat the exercise, while those that did not quite make it will strive to go the extra step further next week.
Closing workshops
Most sales professionals have trouble closing the deal, and let’s face it, closing is a crucial aspect of sales; Arrange for an expert closer to meet with your team, and they can bring out the objections they regularly face and the sales pro can show them how to handle such scenarios. Learning new closing techniques will lead to more conversions, and your team will have more confidence. Hire a meeting room at one of Singapore’s top hotels and equip your people with the skills and techniques that will lead to more business. One great exercise is to ask people for typical objections they face in the field; work with each one, breaking it down in such a way that the team can understand how the solution works. There are no objections that can’t be overcome, at least not in the world of direct sales.
Accurate feedback
If a team is not performing, there are obviously reasons for this; crunch the numbers to see who is achieving and pair them off with under-achievers. If you know why a player is not writing the volume he/she usually does, there must be a reason, and you need to investigate. You might need to target an individual and spend time with them to discover their issues; direct sales is a pressured occupation and there could be many reasons for underperforming. Here are a few marketing strategies that turn prospects into customers.
Invite high-flyers to weekly meetings
Pay a top performer to attend your weekly sales meeting and he can pump them up; Seeing a living person who is at the top of their game shows the team that it is possible and they can learn about mindset, motivational tips and a few closing techniques they probably don’t know. Splurge on the meeting venue, elevate everyone’s mood and make success the standard.
Team bonding activities
Take your team to a cool resort for the weekend and set up a few challenges; split into two teams and let them pit their wits against each other. There are agencies that set up team bonding trips and they really know their stuff. By engaging your sales force in a competitive setting, they have to make best use of available resources, plus they get to know each other. Investing in your team pays long-term dividends and it shows that you are behind them 100%.
Investigate the competition
If you put together a slideshow on all your competitors, pointing out their strengths and weaknesses, everyone will benefit, and you could work out marketing strategies based on this data. If a rival is doing well, find out why and share the information with those on the front line, your sales team. The more you know about your competitors, the better.
Create a positive culture
There is no such word as ‘no’, and as the sales manager, you should exude positivity, being a good role model. The man who wins is the man who thinks he can! Put motivational phrases on the office walls, and your team should respond positively. Having a winning mindset is the key to long-term success, and this has to be carefully cultivated over time.
Focus on the product
Whether you are selling life insurance policies or electrical appliances, highlight the benefits of your products, and your team will have renewed confidence in what they are selling.
Lead by example
How would you feel being grilled by a manager who doesn’t sell? The manager should outsell every member of their team, week in, week out. Only then will people follow; gain their respect, give them belief, and they will perform.
A direct sales team is like a Formula 1 race car, everything must be working at optimum levels, a slight issue can affect performance; and it is the manager’s job to ensure targets are smashed, week after week!
