How do you keep your sales team motivated during tough times?

One thing I have found helpful is to keep the team focused on excellent execution of few activities that drive sales results as opposed to the sales result itself. By doing this, everyone is in a position to reap the benefits of the activities once the market tide turns.

I actually disagree with the word "motivated". Not to get caught up in the semantics, but in my experience motivation is temporary. Instead, I look for ways to inspire my team. There is nothing wrong with the use of occasional motivation (competitions, rewards and etc) to create a boost during a slump or even to ignite even stronger results during a great period. However, if you can lead your team to a bigger picture goal ("the why") i.e: helping clients achieve more by utilizing our services and being a part of their success, then your team will keep the main thing the main thing and that will help during the best of times and during the worst of times

Recognizing and rewarding achievements goes beyond surface-level gestures; it nurtures motivation, strengthens team dynamics, and contributes to the long-term success of both the individuals and the organization. It's an investment in the people who drive the company forward, fostering a culture of excellence and resilience, particularly during challenging times.

People want and need recognition, specially in sales because of the competitive and stressing nature of the job. Some examples of non monetary recognition are: emails with daily/weekly ranking, highlighting good practices of a member of the team in a group meeting, rewarding with symbolic prizes such as a trophy, ringing the bell, being the lead of the meeting, etc. Also having small monetary benefits such as vouchers for restaurants, hotels, spa days, even candies are a good way to recognize the good work.

I think it's better to discuss what other ways or areas he or she can work in these hard times. For example, if the customer does not have funds to purchase then the sales person can plan for road show or brand promotion or work on any other projects . It will make a person busy & also he is gaining some knowledge which would be good for company in future.

We lead with transparency: I like to do a fireside chat with the team and create spaces for them to ask any questions on their mind. I usually combine this with other training that HELPS them achieve their goals and increases positivity. Recent examples of this are talking about SEO tricks that can help account performance or a training on how to set and achieve personal goals!

Team Management Focus: 1. Utilize flexible work arrangements, enabled by CRM-based scheduling, to enhance work-life balance. 2. Establish a wellness program, promoting well-being and stress management among team members. 3. Organize team-building activities or social events, facilitated by CRM tools to ensure seamless coordination. 4. Encourage collaboration by sharing CRM-generated reports on team performance and collaborative efforts. 5. Highlight and celebrate achievements through CRM-generated reports, fostering a positive environment.

This is the big one. Everyone in sales, and outside of sales as well should know about ups and downs. We all try to keep the downs to a minimum. That said, maybe some brainstorm meetings. Allow snacks & beverages. Allow pacing the room. Go a little analytical where you go into What Did Not Work. Because, no matter who you are, everything does not work. Then, what DID work. What did work but is dwindling. What is working for the competition. Write things down. Ask clients where they've been and why. Maybe it's time to go after that new customer that you thought would not come on board. And do not ever forget to see what the competition is doing, both right & wrong. So, analyze & plan.

Goals should always be specific, measurable, and attainable. Setting unrealistic goals and "Dangling a carrot" can destroy a representative's motivation, and can hamper critical thinking. By setting realistic goals for reps, sales managers help to develop intrinsic motivation within reps that keeps reps positive and well motivated.

Management & Team Management Focus: 1. Collaboratively set goals with the team, aligning them with the organization's objectives. 2. Use CRM data to understand market conditions and customer behavior, enabling the adjustment of sales targets. 3. Break down goals into manageable steps, tracking progress through CRM metrics. 4. Emphasize transparency in goal-setting and provide regular updates on progress. 5. Recognize and celebrate both small and significant milestones, as demonstrated in the previous answer.

It's not just about leading from the front; it's about immersing yourself in the trenches alongside your sales team. Don't let the weight of managerial tasks confine you to your desk. Roll up your sleeves and work shoulder to shoulder with your team as they prospect. Whether they're dialing numbers, pounding the pavement or setting up crucial appointments, be right there with them. Your physical presence, your unswerving dedication, and your willingness to get your hands dirty forge a bond that transcends the conventional leader-follower relationship. Your team will not only emulate your best practices but will also rally around your genuine commitment.

Leading by example is a dynamic leadership approach that transcends the challenges of tough times. By embodying the qualities and behaviors you seek in your team, you create a positive ripple effect that uplifts team morale, reinforces values, and ultimately contributes to the team's resilience and success.

I’ve also learned that the reward for managers being disciplined enough to stick with the suggestions above not only keeps your individual employees motivated, but it fosters a positive, cohesive team environment. And when you reach that point with your team, the team rises up to assist one another…the positive results become exponential.

The last thing your sales team need is a hostile environment, rather give guidance and direction. Teach them what to look out for and how to cease opportunities. Delegate some key tasks to your most experienced sales reps so you can have time with the junior team that needs you most. Meet frequently for status update. Ensure they have sufficient support from marketing and sales coordinators. Let everyone understand what's at stake and give them the tools to win.