Managing Your Sales Team

6. Motivating the Team

The motivation and support of your sales team is a key factor in achieving your sales and business objectives.

6.1 Give sales people the support they need.

• This is particularly important for team members responsible for winning major contracts.
• Hold regular one-to-one meetings to discuss objectives, performance and problems. Watch out for signs of low morale or personal problems.
• Take every opportunity to praise, congratulate and motivate.
• Work to minimise stress levels among employees (see Stress management and Motivating employees).

6.2 Improve team managers' leadership skills.

• As well as being good sales people, team leaders must also have strong organisational and administrative skills.
• Team leaders need to be able to listen to, support and develop each team member.

6.3 Work to build the team.

• Keep a league table of team and individual achievements. For example, identify territories or customers where sales have been particularly successful and reward all those involved in that success, including support and customer service employees.
• Plan social events for the team to relax together.