Page 26 - Sales Management

Motivating the Sales Team 27

Regular Interaction

❖ The management must interact with the sales team more often to
understand their needs and expectations from the organization.
❖ The sales representatives must have an easy access to the boss’s cabin at
the times of queries. Transparency is essential at all levels.
❖ The sales manager must sit with his team once in a week to address their
grievances. No issue should be left unattended.
❖ Healthy communication between the management and sales team is a
good way to motivate the individuals. The sales executives must be aware
of the latest developments at the workplace.
❖ Take them out once in a while for picnics, outings or dinners. Such
activities bind the team members together and motivate them to work as
a single unit.

Roles and responsibilities

❖ Roles and responsibilities must not be imposed on any of the members.
Let them accept responsibilities on their own. It is for the superiors to
understand which employee can perform which function in the best
possible way. Job mismatch leads to demotivated employees.
❖ They should be aware of their KRAs from the very beginning. The
management should make it very clear that a sales representative is
expected to go out and meet clients. No individual should have unrealistic
demands. It leads to problems and confusions later on.

❖ A sales professional must be aggressive, smart and a little diplomatic.
They must be excellent in follow ups. Impatient individuals find it difficult
to do well in sales.

Realistic Targets

❖ Targets for the sales team must be realistic and achievable. Don’t ask for
anything which you yourself know is not possible.

❖ Don’t expect miracles overnight.

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