At first, you might have thought the drop in sales was due to the lingering recession. Then, maybe you could blame the low numbers on a summertime slump.
However, after all this time, you can probably say for certain that your determinedly dismal sales figures are the result of a sloppy, slow sales team.
An under-performing sales force can be incredibly costly, especially to a new business. However, attempting to whip your team into shape with threats and penalties can result in even more expensive losses. To preserve your sales department and revitalize their tired, dreary spirits, you can try any of the following inexpensive and easy solutions.
Lagging productivity and poor morale can be the result of a breach in communication between managers and workers. Usually, managers drift away from their teams to focus on other imperative tasks, and without direct supervision, their teams begin to fall apart. It is critical that you maintain a connection with your employees, allowing for open and honest two-way communication. If sales are down, you must let your workers know — but you must also listen to their reasons why their figures are not up to standards. With a complete picture of issue, you can work together to resolve it.
Reexamine Your Company’s Mission Statement
Every successful business should have a proudly displayed mission statement proclaiming the company’s purpose — whatever that might be. Usually, a mission statement is a guiding force for a company and its employees, and taking some time to examine and evaluate the various aspects of your business’s mission statement might renew your sales team’s vigor. By better understanding the entire company’s key markets, main contributions, and various distinctions, your sales force might begin to feel more connected to the business at large.
Additionally, you might ask your sales employees to draft their own mission statements or to work together to formulate a mission statement for their particular department. With a dedicated mission statement, your team could gain direction toward success. Some questions you can use to guide and motivate mission statement creation are:
- What is the purpose of the sales division?
- What does the sales team hope to achieve?
- How to customers benefit from sales employees?
Motivate With a Practiced Speaker
Though you may be a superior at the company, in all likelihood you never received training to be a motivational speaker. Fortunately, there are other professionals who are expertly skilled at inspiring and exciting discouraged workers. You should peruse LeadingAuthorities.com to find a well-known speaker who is knowledgeable about all things sales and marketing and who can give a much-needed boost to your drooping team.
No salesperson is an island; your team needs a number of tools to ensure it can reach customers and make conversions with any efficacy. They need computers and phones; they need leads and contacts, they need strategies and schedules; and they need even more than that. If you aren’t giving your sales employees the necessary tools, they will never come close to reaching success.
Fortunately, there is an entire B2B industry devoted to building the sales tools your team needs. While some carry monthly and yearly costs, many are available for cheap (and even free) online. You should spend some time evaluating your sales department’s needs and research the top sales systems available.
Incentivize Certain Behaviors
A promotion, a raise, or even a bit of praise is never granted without reason, especially in today’s economic climate. Thus, employees who receive such honors often become role models for their co-workers, who aspire to earn the same rewards. If one of your sales team continues to produce good numbers while the rest of the team fades, he or she should be showered with gifts until everyone else shapes up.
Schedule Regular Training
Just like sales technology, sales strategies are ever-changing and -improving — but your team is unlikely to research developments in sales on its own. You should ensure your salespeople learn the latest and greatest tactics with recurring training sessions that target emerging schemes and progressive policies. You can arrange a weekly book club to analyze leading sales literature, including “The Little Red Book of Selling” or “Go for No!” Then, every few months, you can organize more intensive trainings to prevent another backslide into slipshod sales.