An essential factor for B2B success is an aggressive sales force—a weak and unprepared sales force will undermine your efforts. Marketing professionals must take this vital piece of the puzzle into account to help clients achieve results.
How can clients strengthen their sales force? Motivation is key. Read our top 5 tips:
1. Set Achievable Goals
Don’t set your sales force up for failure. Make sure you set attainable goals, so they feel a sense of achievement once they reach a milestone. Mark it and prepare them for the next one.
2. Entice and Inspire
A sales force will get great results with proper motivation. Reward good results—for example, if you have the ability to monitor call-waiting time, start rewarding faster pick-ups. Is your support staff coming up with innovative ways of tackling challenges? Are they finding new ways of collecting expense reports or other records from reps? Find the equivalent of a high-five and give them one.
3. What Makes Them Tick?
Find out what makes your sales force tick. Use these insights to create strong sales programs that help increase productivity and ROI.
4. Leverage Peers
Create peer motivation programs where your sales force is publicly recognized in front of their peers. This is a powerful tool because it fulfills a human need for public applause.
5. Create Fun Incentive Programs
How do you push your top performers to do better? Take a creative approach to your incentive programs. For example, your program can reward the top 10 percent of the sales force with the right to hire an administrative assistant. These top performers can use the additional help to generate more sales. Others below them will work harder to reach the ‘elite circle.’
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