There is a great tendency for inside sales managers to blame their teams for poor results. However, a little reflection will show that it is more likely what you aren’t doing that is the root of the problem.
Let’s start with production.
If the sales numbers aren’t what they are suppose to be it is quite possible, and likely, that your team doesn’t have the tools they need to succeed.
And I’m not talking about a good CRM or fancy phone system, I’m talking about a powerful and compelling story to tell.
If sales management has not worked out and compelling and powerful story for reps to tell prospects and customers, you cannot blame sales people for failing to produce.
Believing that your people have the prowess to construct and tell a powerful story on their own, look around because you have slipped through the hedge and are now in Alice’s Wonderland.
Next, once you have constructed a story, you need to coach the salespeople on how to tell and execute that story.
Don’t leave it to the sales reps to figure out how to do this effectively – show them. Doing so will save time and is the only way it will get done.
Now let’s chat about “Motivation.”
You can’t teach motivation, and you can’t manage it either. You can no more make others motivated than you can make a horse drink. Motivation comes from within.
However, there are many things you can do that will spark the motivation in others and get it to grow.
In the 60’s JFK did this when he told the nation America would go to the moon in the next decade.
If you want your team to be motivate you must first give them a reason. That reason comes in the form of a vision that they see and then desire.
I did this once with a group by simply asking them if they would like to be the number one regional team. I included with that some reasons they might wish to achieve this goal.
Whatever you do, you must find some future scenario (the vision) the team members would like to achieve. This is what creates motivation.
There are two additional things you’ll want to do.
First, get them motivated to learn. Doing this insures that they will accept coaching and instruction (Such as on their new story.)
Second, you need to show the team how you will personally empower them to reach their goals. This provides the confidence they need to believe in the vision allowing the motivation to grow. Providing that powerful and compelling story is the beginning.
The actions summarized above are what we call leadership, and it is the most powerful tool you have in creating a team that consistently performs at high levels.