If you own a retail chain or a small shop with your own employees, you are not only a business owner but you are also a team leader. Leading your team with the right motivation can change many things in terms of a successful business. In this article, we are not going to talk about “how to manage your employees”, but we will discuss the steps to create a successful sales representatives team, and this road passes from “the right motivation”.
As business owners or sales representative managers, we often try to motivate our employees with “money”. Commissions are one of the most efficient tools to make your sales team pumped up, but is it enough? Not really.
Not every motivational tool works perfectly for every person. Maybe some of your salespersons are not motivated by the usual commissions they get because of lack of belief in their own performance or the monotonous nature of the money award. Also, using the commissions as your only motivational tool can damage your organisational culture, and your sales teams will not have any other reason to work for you. In long term, this can create a general dissatisfaction among your workers.
The relationships your sales representatives build with the consumers create the foundation of your organisation — not just in terms of individual sales, but also your overall reputation and growth. Your sales representatives are the faces of your business. Therefore, what they think about your business and why they work for you is important too.
If you want to work with a team that will be successful in the long run, you should give your workers another reason besides money. A good organisational culture can make your employees happy. It will give them a deeper reason to be happy and satisfaction in their careers. Creating the organisational culture needs long term investments. Providing transparency, a happier work environment, both way communication between the management and the employees can be many of the fundamentals of creating this culture. If your workers interiorise your values, they will work for those values, not only for the money.
Inner motivation comes from internal rewards and these rewards can be many different things. We always need a personal reason to complete a task. This reason can be economical, career improving or the organisation we work for. The more motivated we are, the more drive we’ll have to get things done and accomplish our goals. A happier work environment, chance to improve themselves or the organisational culture can be a reason for your workers to have a higher inner motivation.
Investing in your employees in terms of education and training can show how much you value their future and success in the organisation. In the meantime, you can create well trained and motivated sales teams for the future of your business. Trainings are the symbol of “improving ourselves” in our current jobs and everybody seeks improvement in their career. When our employers provide this, it is even more valuable.
On the other hand, in order to improve ourselves, we need challenges. When our current job stops challenging us, when our co-workers are not competitive and everything is easier, we tend to lose our motivation to keep going on. Offering small challenges can help you to motivate your sales representatives and managers. Also, organizing yearly special competitions and making this a tradition can benefit your organisational culture too. Try to create special concepts and offer interesting prizes to create interest among your employees into your activities.
Motivating your sales managers or sales representatives needs a sincere relationship. The more you get to know your employees, you will have better information about their interests, problems, ambitions. This is the best way to find new motivation tools to manage your team.
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