While it’s the sales team’s job to bring in business, simply cranking up the heat to get the numbers you want can backfire. Instead of dialing up the pressure, engage with sellers to help them succeed. Start by focusing on the sales process rather than the outcome. Then work with the sales team to understand where they need leadership help. This may include planning sales call strategies or discussing creative approaches to gain access to key decision-makers. Also, offer coaching. Selling often requires expertise that isn’t provided in training, so salespeople need ongoing support. Provide good models of what works. Give them a chance to practice those skills. Then give clear feedback and allow them to incorporate your feedback into their performance. If you do this not just once, but over and over again, they will hone and then master the essential skills. Remember, pressure may create diamonds out of coal, but you are working with people.
This tip is adapted from “3 Ways to Motivate Your Sales Team — Without Stressing Them Out,” by Scott Edinger
Categories: Management and Career Tips