It can be hard to know how to motivate your sales team. Performance goes up and down, and even when they’re doing everything right, sometimes the results aren’t showing up.
We’ve found that one of the easiest ways to motivate your sales team is to share sales success stories. Here are three simple ways to do that.
1. Share Small Wins Daily
As a sales leader, your daily communications with your team are critical to their focus and motivation. Are you inspiring and motivating them?
On a daily basis (or at least a few times a week), share the small wins you’ve seen. Maybe someone got a meeting with a prospect they’ve been trying to track down for weeks. Or someone went for no with a prospect that had gone radio silent and heard back.
It doesn't have to be a closed deal, though that’s obviously a great thing to celebrate! Sharing the smaller success stories that occur on the way to winning a deal is a great way to motivate your sales team.
2. Document & Discuss Sales Success Stories
One of the best ways to share sales success stories with your team is to document them in a simple, accessible place, such as your Sales PlayBook.
As you are developing your Sales PlayBook, create an area for people to share success stories, and document some best practices for how to write a sales success story.
You may want to seed the Sales PlayBook with a few success stories to get things started, and it can be helpful to facilitate work sessions with your team to identify the best success stories to add to the PlayBook and start to outline them.
But to get the most out of your sales success stories, it’s not enough just to get them into the PlayBook – you need to get them into the minds of your team. Spend some time in your sales team meetings sharing success stories, asking questions of the people involved, and discussing what helped them win the business. This will help the team internalize the stories so they are able to share them when they are meeting with their own prospects.
And hearing about what worked for their teammates will help motivate your sales team to work for the same results!
3. Acknowledge Contributions
A great way to motivate your sales team is to develop a culture of gratefulness. Acknowledging the contributions people make to the sales team and sales process helps to build that culture.
Maybe the marketing team worked above and beyond to develop a presentation for a key prospect. Or the product team developed a customization that helped win a big deal. Or the receptionist consistently creates a welcoming environment for prospects who visit your office.
Spend some time in your sales team meetings acknowledging contributions made by people outside the sales team. Ask your team to point them out as well. Publicly thank people when they make contributions, and nurture a culture of gratefulness.
This will help motivate your sales team to work together to achieve success.
What tips do you have for motivating your sales team? We’d love to see them in the comments!