Being a salesperson has never been easy. Being a salesperson in the age of Amazon, and endless information on the Internet that consumers can (and do) consume before making a move to make any purchase, and in an age of Internet misinformation, which often allows consumers to convince themselves that something should be cheaper, faster etc. is extremely hard. Hard, to the point that there are days when even the best salespeople wonder why they still bother.
The difficulty for many businesses is that they still need great salespeople in order for their business to thrive and grow. But finding, and retaining, great salespeople is getting harder too. Which is where sales motivation training can be more than helpful, it can help a business survive.
In order to sell, salespeople require the motivation to do so. And while you might assume their commissions are all they need in the way of motivation, in this new world of sales you would be wrong. Money is obviously important to everyone, salespeople included, but so, increasingly to the vast majority of people, is loving what they do and seeing purpose and advantage in their career path.
Sales motivation training from Pearl Lemon Sales can help you take the sales team you have now and motivate them to sell more for you because they can clearly see the value and purpose in what they do after they complete it.
Only a few prospects out of a hundred become customers, on average. However, because your salespeople have sales targets to meet, they must continue to pursue prospective customers in order to meet those goals. Because of the uncertain and frantic nature of sales, where performance is entirely measurable in terms of results, your sales team needs sales motivation.
Your employees can be motivated to sell in a variety of ways. “Recognition, Rewards, and Remuneration” is a common strategy for motivating salespeople of all kinds. This can be interpreted in a variety of ways.
Recognition – Developing individuals in your company
Rewards – Recognizing and rewarding them for their efforts
Remuneration – Offering incentives or salary increases
The last two items on that short list are largely up to the business a salesperson works for to decide upon (although we can share with you what works best for others) The first item – recognition in the form of development, is where sales motivation training comes in.
The act of offering your salespeople formal training at all is recognition. Showing them that you are willing to invest in their personal career development – these trainings will give them skills they can make use of anywhere – is recognition in itself. And if that training is then the kind of effective, engaging, hands-on sales motivation training we offer at Pearl Lemon Sales, then your salespeople will be even more impressed.
There are a variety of reasons why you’ll want to keep your salespeople motivated. Sales motivation isn’t just needed when a salesperson is having a bad day. Sales motivation is necessary at all times, and it should become ingrained in an organization’s culture to keep its sales team motivated.
Motivation is linked to productivity, as previously indicated. Aside from greater productivity, a motivated salesperson will provide your company with the following benefits (and more.)
Intensity: They will work harder to achieve their objectives.
Increased Focus: Increased intensity does not boost production by itself. They’ll also concentrate on the activities and transactions that will make a difference.
Persistence: They will persevere, confronting each day with the same amount of vigor and zeal.
Any salesperson’s efforts will increase if they are motivated and believe they will be rewarded, according to the expectation theory. As a result, the company will benefit from their enhanced efforts.
A salesperson will always weigh the prospective reward against their objectives. High-intensity, well-directed, and consistent effort will result if the rewards and goals are aligned.
So how will we motivate your salespeople? While all of our sales training offerings are bespoke and tailored to your company and its needs, many of the basic elements are similar. In conducting sales motivation training, we:
Often, a salesperson, however experienced, is focused on selling a product or service, rather than selling a solution to their prospect’s pain points and immediate needs. As the modern consumer rarely likes being ‘sold to’ this results in the poor sales numbers that can be so demoralizing.
We show students how to make use of consultative selling to become that go to contact that customers not only buy from but trust and respect. This not only results in more sales, but also lends the salesperson a motivating sense of pride in the fact that people consider them a trusted expert, and not just another salesperson.
Customer objections are the hardest thing for many salespeople to overcome, and the biggest reason they become disillusioned with what they do. During sales motivation training, we show salespeople how easy it can be to turn objections into agreements, and ultimately a sale if the conversation is reframed the right way.
People are most confident when they’re doing something they know well.
For sales professionals, that means getting completely comfortable with the sales process. They should know each stage of the process like the back of their hand.
Effective sales training allows salespeople to make the steps of the sales process a habit, so they aren’t trying to remember what to do next when they’re with a buyer.
Successful, self-assured salespeople don’t settle for mediocrity. They are always seeking ways to develop and have a growth mindset. As a part of our sales motivation training, we show salespeople how to develop that mindset and then live by it every day, even on the days when things don’t seem to be going to plan.
Contact us today to get started.