How To Motivate Your Sales Team
If you could motivate your sales team to take massive, persistent, action over time do you think you could have a better sales floor?
Would this mean more sales, more clients, happier clients, and at the end of the day more money?
Have you tried countless different ways to motivate your people only to find that their worn out, tired, and not performing at rockstar levels?
You’re not alone.
Over time, I’ve ran sales floors with hundreds of people on them. We’ve done it all with a VP of Sales, a Sales Manager, 4 team leads and teams of 20-25 with juniors and seniors. While it can offer some hefty sales numbers, man it can come with headaches.
Honestly, my favorite sales floor is one that offers a high dollar product with max 20 people selling.
I don’t think I need to explain why more dollars from a smaller list, and less employees equals less stress. It’s easier to maintain the culture, hold individuals accountable (including your sales manager), have the technology capabilities necessary, and it doesn’t allow anyone to get “lost” in the shuffle.
In turn, you have a more well-knit sales staff, transparency amongst the team, and a much more family environment.
You can build such a team. It’ll take some time and effort, but it can be done. And it’ll be valuable.
Culture is not just for the Google’s and Facebook’s of the world.
Culture is absolutely imperative to the success of any team, in any industry, and at any level of success. Culture is the reason why your team wakes up energized and ready to go at the start of everyday. With the right culture and the right leader, you’re sales staff will take you to levels you never thought were possible.
Here’s some ideas and tips on how to motivate your sales team to take them to 10X levels:
By the way, 10X is a term derived from the book “The 10X Rule: The Only Difference Between Success and Failure” by Grant Cardone. I highly suggest you and your team buy and read this book. I love this book so much I bought it for my entire company, and we listened to a chapter a day until we completed it. I now mandate that anyone coming to my company listens to Grant’s audiobook.
1. The Daily Routine –
The daily routine is something that takes roughly 30 minutes a day in the morning. It’s a recap of the teams KPI’s (key performance indicators) on a daily and week-to-date basis. It’s run by our sales manager, but in truth it needs to be someone who is high energy, motivational, and has a hint of “RA-RA” to them. The purpose is to make sure everyone knows where they are at, where they need to be, and it’s also a training moment.
For example, let’s say your selling financial services and key performance indicators are quotes and contracts out. You would have a chart of everything each of your sales people had the previous day. Lay it out on a white board, but it needs to be visible for everyone. It would identify how many quotes each sales person had yesterday, how many they’ve had this week, how many contracts each sales person got out yesterday, and how many they’ve gotten out this week. To the right of each of these columns would be the goals for the day and for the week.
This does a few things. First, it points out who’s the rockstars on the team are. It also points out who is struggling and who needs help. You may see person 1 has 20% more quotes than anyone else on the team. That’s a training opportunity. Ask person 1 what they are doing to make that happen. It’s opportunity for training and praise. Secondly, it lets the group know where they stand as a team. I’ve found over time that people want to be a part of something bigger than themselves. This accountability (one of our core values) drives sales people to perform for each other. That’s a beautiful thing.
Making sure your sales team understands the heart beat of the company is important.
2. The Store –
In my office we have what we call the “Ventury Store.” It’s really nothing more than a place where our team can turn in chips for goods. I needed a way to “spiff” my team without giving out cash. Besides the fact of going to the bank to pull out thousands of dollars at a time to give to my sales team (my accountants didn’t like that too much :), it began to get very expensive.
So we created a store. I had my assistant go to http://custompokerchipcompany.com. Like the URL suggests, it’s a place where you can custom make poker chips for whatever you want. I placed our logo on one side and a $1 currency on the other. I than asked my entire staff, besides money, what are some of the things they want.
I received all sorts of ideas from bigger computer monitors, concert tickets, NFL tickets, comedy shows, books, Ipads and macbooks, first in line for live lead transfers, books, and so much more. I even got requests for sales training! Who would have thought. So I gave each of these a “chip” value.
We now give out chips for great calls, closes, going above and beyond, and anything we think is a “cool” action taken by a sales person. At any given time you can walk around our sales floor and see the chip case on each sales persons desk. Man, they want that chip case full.
It keeps the environment fun, and it keeps them engaged, and more importantly it keeps morale high. Who doesn’t want to be tossed a few chips now and then for a job well done. I can be out of the office, and my sales manager can give out chips. I don’t have to be there for my people to be rewarded, but even more importantly, recognized.
Celebrating the wins is important.
3. The Gong –
Ever since I’ve been in sales I’ve always wanted a huge ancient style gong in my office.
So we got one. I found a 36 inch gong that hangs from a stand on Amazon for somewhere around $500. I love that thing.
Ventury Capital is in the business of helping business owners access small business loans. So we celebrate every time we fund a small business. Our goal is to help 100,000 business double in size in the next five years by giving them the ability to access capital, so every time we fund a loan, we’re one step closer to our goal.
We celebrate that by having the sales rep, whoever was responsible for selling the loan, go up to the 36 inch diameter gong, take and mallet and give it a good ol’ whack.
Everyone celebrates and the whole team loves this. You start seeing the whole team clap and congratulate the loan officer for helping one more person get that much closer to reaching their goals of doubling their business.
It’s only for a few seconds, but that moment where everyone is off the phones and celebrating helps break up the day for a period of joy and celebration for the team.
Recognition for positive behavior is important.
4. The 2PM Daily Recap –
The 2PM daily recap is literally a 5 minute interruption in the day where we pull up some of our KPI’s. We pull up the call log, and docs requested and docs in on the day. It’s on a big 60 inch monitor just above the sales managers desk. It’s a complement to the morning daily routine we wrote about in #1.
The basic concept is to identify where everyone is at during the day. In the morning we identified what needed to be accomplished for them to be on pace for their day and their week. The 2PM recap is simply measuring those steps incrementally.
We pull everyone off the phones for 5 minutes and talk about where each closer is at for the day. If their behind, we ask them what they’re going to do to catch up. If their ahead, it’s about taking them to the next level of success for that day. If they need help on a deal, it’s addressed at that time.
While this may seem like micromanaging, it’s really not. Our day is full of problems, solutions, successes, and failures. Our 2PM meeting may be a teaching moment about why we lost a deal or a problem where having at funding. It’s constant training and coaching. We’ve found that we could sit in a conference room and teach our sales team about every little problem that could happen, or we could address it on the job, teach everyone at the same time, and ensure everyone is on the same page.
In addition, no one wants to let the team down. I’ve found this is a great way to motivate people. If someone is at zero docs requested on the day and we need 5 more to hit our daily goal as a group, this person won’t allow themselves to leave without at least putting one up on the board. It’s all about that accountability for themselves and each other.
Constantly training and coaching your team is important.
5. Music –
Motivating your sales team is all about culture. I believe I’ve made that clear. However, something that you may not realize is how music can affect the floor. You start hearing that buzz of music and closers closing and that’s a beautiful thing.
We play music from 8AM – 7PM in my office. It’s mostly upbeat and something that can get the team energized. But we do have one special part of music that everyone really enjoys. I’ll explain.
We have one particular closer in the office who is a real ladies man (or likes to think he is :). His song is “I Kissed A Girl and I Liked It” by Katie Perry. Every time we fund a loan and gong goes off you’ll hear “I Kissed A Girl and I Liked It” play throughout the office. It’s a fun, light way for recognition. Each closer has their own song that “incapsulates” them. You better believe they want to hear their song more than anyone else’s.
These 5 things are a great way that we’ve found how motivate your sales team. While we hold them accountable for their numbers, it’s about fun and success. Who would want to work for someone who is a slave driver and is only focus on numbers, not the way the numbers are achieved?
The culture of your office is paramount to your success, and I believe you cannot motivate your sales team without brining out the culture and celebrating the wins.
By Nick Bentley