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Education
Keeping your sales
team engaged and
motivated
By Nick Cucci
Fluid Pay
s a leader/manager, it's important that you
create an environment where your sales team
feels valued, appreciated and trusted. They are
A ultimately responsible for bringing in new cus-
tomers and ensuring that your company stays top of mind
among existing clientele.
When your sales team is engaged and fulfilled, they're
more likely to be productive and successful, leading to
more sales and revenue for your business. Conversely,
unhappy team members can quickly drag down morale
and motivation levels, impacting their performance and
that of their colleagues. Also, research cited by Dialogue
Consulting, https://bit.ly/3FJC3Zc, indicates if an employee
quits, it costs upward of $115,000 to replace them.
So, how can you make sure your team is happy, engaged
and productive? This article shares six ways you can
improve employee retention rates and keep your sales
team firing on all cylinders.
1. Understand motivators
The first step to keeping your sales team engaged
is understanding what motivates them. This can be
different for each individual, so it is vital to your
sales team's success that you take time to get to know
them on a more personal level.
Just as different prospects will require different
selling styles and effective sales people adapt to those
styles, effective managers also need to understand
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that the best way to get results out of their team is to
fit into their world, instead of forcing one method of
strategy or communication on everyone.
The following questions can help you gain insights
into what motivates your sales team members:
• What are their goals, both professional and
personal?
• What type of management style do they respond
to best?
• What are their unique strengths, and how can
you leverage them effectively?
• What are their weaknesses, and what can you
do to help them improve in these areas?
• How do they prefer to be recognized and
rewarded for their successes?
By understanding what makes your sales team
members tick, you can better support them in their
roles and ensure that they're always working toward
their goals. Additionally, you'll be able to play to their
strengths and give them the type of feedback they
need to stay motivated.
2. Create a healthy work-life balance
For your team to fully embrace a healthy work-life
balance, you must set an example as a leader. If
you're constantly working during the evenings and
weekends, messaging your team at odd hours, or
neglecting your own personal life, they'll view your
actions as the only path to success.
Instead, leave work at a reasonable hour, unplug
when you're off the clock, take vacations when you
need them and encourage your team to do the same.
Your team will respect your boundaries and be more
likely to follow suit.
You will also foster work-life balance when you set
manageable goals each day, stay efficient with your
time, ask for flexibility, communicate effectively, and
take breaks when needed.
3. Offer opportunities and continued training
The sales landscape is always changing, which is why
it's essential to offer your sales team opportunities
for continued learning and development. Whether it's
sales training courses, product webinars, leadership
programs or e-learning modules, make sure your
team has the requisite resources to stay up-to-date on
the latest industry trends.
Give your employees opportunities to develop their
soft skills as well. Sales is as much about people skills
as it is about product knowledge. Sales representatives