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How do you motivate a professional sales force?

What's the best way to motivate an outside sales force?

  • These 27 salespeople are all contracted. They get paid VERY well. The challenge is when they reach the financial goal (quota) each month they stop selling. Our competitors don't ...show more

  • Answer:

    Well I would start with making it 26 - Chose your weakest or laziest link. Sounds harsh? Let me finish. If your the Boss and the market is as you say - how many hungry salespeople will kick down the door to outperform your lazy team. It is obvious the goals are way to easy but you are setting the standard for complacency. Have a meeting and own up to your mistake.Admit that you saw your need for change and will expect it of everyone. You should have 26 sets of eyes fully attentive at this point. Ask the sales force to look around the room and then say some faces may change in here but for the real players the future will be brighter. Remind them that this is YOUR job to ensure productivity as well as providing a great "lifestyle" to those who appreciate the great opportunity you created. I would advise you to get your 2 or 3 TOP producers and inform them of your intentions MAKE them part of the solution before you hold this vital meeting. Set the goals with their help and don't be afraid to lose a few more. Challenges like this I live for, where is my application? By the way - whether it be vacations - cars - donations to their charity of choice it will all come down to the greenbacks. The only thing you may not have tried is a YEARLY goal that amounts to more than current monthly add up too. BE THE BULL.

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I have yet to find a sales person who is not motivated by additional money. I would offer a higher commission rate when and only when they are over quota or bonuses for reaching 125% of number, 150% of number, etc. My companies have always done this and it works to prevent me from taking time off when I'm at my number (it can earn many thousands of dollars extra for my family). Salesguy.org published a survey of sales people: what motivates them and what their biggest challenges are. I don't know if that would help you or not but might be worth a look.

Kip J

Answer this question: Why should they continue to sell? You should come up with 27 different reasons. Every salesman is like a radio and has a button to push for the appropriate response. I lead a team of military recruiters. Even if the goal was or was not achieved, their pay did not change. Depending on how spread out they are, some basic team building exercise's might help. Feed the ego, think of the total person and what appeals to them. I bought a $1 red ribbon that said "Top Salesman". But, because it came from me, and was awarded in front of their peers, these big burley military men almost killed for the chance to hang that on the wall. Sounds stupid? Yea, sure it does, but once again, answer the question "Why Should They?"

Randy R

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