Are you a business leader or sales manager who's started experiencing slumps in sales? Are you having problems motivating your sales team and finding that dead-end cold calls are becoming more frequent (and more depressing)? If unresponsive leads are starting to become all too common, and sales goals are being hit far less often, it's time to give your sales team a serious recharge!
Here are four ways to motivate your sales team, jolting them out of complacency and mediocrity and making them give a $#!*!
Sure, this may seem like a given, but if your sales pros aren't hitting their marks on a regular basis, something's likely gone amiss in your sales funnel.
Nothing makes salespeople more motivated than having warm leads, which, in turn, can lead to high conversion rates. These types of leads are already interested in your products and services, so they probably don't need as much convincing to get them through their customer journey.
Through inbound marketing! Inbound marketing provides sales teams with a way to work smarter, not harder. This lead-generating system works behind the scenes to give your sales team a renewed sense of motivation. In fact, inbound leads are said to close at a rate of 14.6% versus a mere 1.7% of outbound sales completions. Those numbers speak volumes, but how exactly does inbound marketing work?
The short answer: Inbound marketing brings customers to you, rather than forcing you to send your selling messages to the masses in hopes that a few people might pay attention to your products and services. Through inbound marketing, businesses create and promote content that educates consumers throughout their buyer journeys. Inbound marketing content can include:
By allowing consumers to access your content, you empower them to become educated via online research before they even speak with your sales team. This means that when it's time for your sales reps to step in, your leads have already learned about your brand to a point at which they're ready to talk about purchasing.
Think about it this way: Inbound marketing is essentially the opposite of an uneducated cold-call. Cold-calling sales reps spend tireless hours trying to convince every Sally, John, and Barbara that they should buy whatever product they are selling; that is, if those people even bother to answer the phone in the first place. Inbound marketing content convinces consumers of their need for a product or service, even before a conversation with a sales team occurs.
Setting incremental goals is a great way to make sure your salespeople feel motivated on a regular basis. Bear in mind that, while your ultimate goal is to increase sales for the betterment of the company, many sales professionals have a competitive streak. They're also your front-line employees when it comes to bringing in new clients. This means two things:
When everybody's on the same page, you'll be amazed at how much easier things can be!
Obviously, rewarding your sales team with something tangible—such as a monetary bonus or an increase in vacation days—is highly motivating. Be the kind of sales manager who's known for giving great rewards to your salespeople, and you'll likely reap the fruits of your own labor.
Speaking of rewards, have you asked your people what they'd actually like to receive lately? If not, you may be doling out things that are unintentionally reducing morale, rather than boosting sales. Taking the idea of reward-giving one step further, it's a great idea to let salespeople have a say in what types of rewards are distributed. Try one of the following suggestions:
Are you really doing everything you can do to empower your sales team to take their numbers to the next level? If not, It's time to make a change! Give these tips a try, and if you need help with your inbound marketing content creation strategy, touch base with our fuze32 team. After all, inbound leads are waiting to be discovered!