Sales performance management is a dynamic task that requires constant adaptation. Supervisors must always seek ways to improve their on-the-job performances so they can be more effective leaders. Representatives rely on their superiors for guidance and assistance, so it is imperative that managers hone their skills.
Some talents are basic that managers learn during their careers. For instance, most supervisors gradually acquire the ability to create realistic quotas for their representatives. Other skills like understanding what motivates agents are difficult to develop, but are necessary to the success of a manager.
Why employees are motivated
Sales incentives are great motivators, but effective managers do more than offer worthwhile rewards to their staff. According to Selling Power Magazine, the best supervisors delve into the psychology behind those incentives and why employees want them. A deep understanding of an employee's emotional reasoning allows managers to foster closer connections to their team members.
Before creating incentives, supervisors should hold one-on-one meetings with every agent. Ask them why they want to earn beyond the obvious monetary gains. There are often personal reasons that drive your employees to greater success. During the payment period, conduct regular review meetings to see if those emotional matters are still motivating workers.
Make sales social
Sales is a collaborative effort that requires an entire team to work in harmony. This starts at the top with an effective leader who understands how to incorporate social tools into everyday processes. The Sales 2.0 Conference notes that resources like video conferencing software and digital sales channels are critical to social integration for sales.
Managers should research different tools before implementing them in their offices. Individual employees will have different reactions to new programs, so it is important the supervisors choose the best collaboration platforms for their teams.
Modern sales leaders always have to capitalize on the latest trends to keep their staff members motivated. Currently, one of the most popular forms of SPM is gamification. Game mechanics make sales more fun and competitive, which can increase productivity and lead to stronger revenue.
Supervisors should decide how to implement gamification in their companies. Some games are based entirely on closing deals, while others focus on features like sales on-boarding and customer retention. A game that is tailored to a specific sales staff is more effective than a broad version that isn't applicable to individual employees.