Is your sales team unmotivated for reasons that are within your control? Some examples of actions you can take include:
- Assessing your management style
- Assessing the compensation plan
- Assessing team morale
Ask yourself, do the reps feel like they’re part of the team? If you feel like team spirit is lacking, take a look into how much ownership they have in the company. Do they have skin in the game? Do their ideas get implemented? Do they feel heard?
Also, positive reinforcement is crucial when managing a team. If you’re negative all the time, or they have a fear of punishment then they’re going to be unsuccessful in the long run. Have you hired the right people?
I recommend weekly or biweekly forecasting meetings with your sales team. Take this time to really listen to them. Ask them for their ideas, and if they’re feasible ideas and suggestions, execute on them so your rep feels like a contributor. Set some goals with them during the one-on-one that are attainable so they feel accomplished. If their action plan is measurable and actionable they’ll feel like there’s an internal locus of control–that what they do really has an effect on the outcome.
My team seems happy and we meet regularly. Do you have any advice on the action plan for them?
[...] is typically an area that more productive sales representatives are quite comfortable. I myself use to take missed appointments and rejection quite personally. [...]
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