How To Motivate A Sales Team

How To Motivate A Sales Team

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Salespeople are all different and have individual needs. Their styles of working and the way that they overcome problems will be varied. There are however a number of common core personality types often found in sales teams. You can develop your skills to motivate the sales team by deploying them according to their type of personality. Motivation is a core subject therefore covered on most good management courses. With successful categorization of each member of the team, it is much easier to match the right individual to the most suitable job role. Maximize performance and categorize!

The Practician

They like ordered and set policies and procedures. They focus on detail and the practical issues. The solutions that they recommend to clients will be the correct recommendation to meet their exact needs.

Give him the means to organize his work optimally. Tell him exactly what his sales figures, contribution to business and targets are. Do not mess up his workflow.

Introvert

He works assiduously, without causing any sensation and without needing constant communication with new people. Instead, he acquires product knowledge down to the last detail.

Keep trouble away from him. Give him tasks in which his strengths come into play: detailed knowledge, the ability to work on his own, and concentration on a task. He needs praise - but not publicly. He values being informed in detail by his boss about the background to his tasks.

The Extrovert Salesperson

His interests are wide-ranging and he communicates actively with those around him. He does not like to spend too long dealing with one task or activity, detailed knowledge is not a virtue for him.

Do not give him long-term projects. Instead give him short to medium-term tasks in which he has to deal with people are more suitable.

Always let him know that you appreciate his efforts and provide any good feedback from clients when you are in the company of his colleagues because he values public praise highly.

The Intuitive Salesperson

He has a very much like the Extrovert. He likes grand gestures and welcomes a changing environment. He does not like detail. He has a desire for action, and does not like or accept policies and set procedures. You can utilize his creative skills in developing fresh sales plans. Give him to projects that are intellectually challenging. Provide him with the flexibility to experiment and try different ideas.

Emotional Sales person

He values a good working atmosphere and harmony in the team. He wants to be useful to other people and has a pronounced sense of justice. This person is ideally suited to a position in customer service or after sales support. He is very good at managing customers that demand high levels of personal contact and service.

Show him your esteem and support his work. When holding sales competitions, give preference to team oriented models which do not strain the atmosphere in his group.

He is an analyst. His considers things carefully and he will arrive at a conclusion based solely on hard facts and data.

Like the Practician, he needs honest feedback about his level of performance. He would like recognition to be according to objective, intelligible criteria. Goals and objectives set for this type can be challenging but must be attainable. This is an area that managers are particularly interested in when attending management courses.

The Bureaucratic type of Sales people

He gathers all the relevant facts together and pronounces his judgment - black or white. Inflexibility is a virtue to him, he calls it loyalty to one's principles.

He likes a manageable, well-ordered working environment. Keep uncertainty, changes and unresolved problems away from him. He is renowned for his 100% appropriate, flawless offers when requirements are specified precisely.

Spontaneous Salesperson

He is spontaneous, flexible and has a healthy, realistic outlook. If necessary, he will willingly also concern himself with details. Official routine is a dead end for him.

Break up his routine with special tasks or extra duty assignments. Remain accessible to him and distance him from official routine. Do not impose any self-organization methods on him, they would just slow him down.

The Average type of Sales people

He is not usually attention seeking and he does not normally have a great deal of ambition. A consistent working environment without big changes is one he likes the most. His success usually comes for being around for a long period of time and is therefore well known to his customers.

Make the working environment enjoyable and encourage a competitive spirit with the sales team.

The average salesperson is the ideal candidate for sales territories with constant targets, which seldom encounter any problems.

People respond much better in an environment that suits their working style. Therefore by identifying the personality type, and meeting their working requirements, you can maximize business performance through high levels of sales team motivation. Motivation skills can also be further developed by receiving training on management courses.

About the Author:
Richard Stone (rstone@spearhead-training.co.uk) is a Director for Spearhead Training Limited that provides management courses courses aimed to improve business performance. You can view more techniques to motivate a sales force at => http://www.spearhead-training.co.uk/FreeTrainingMaterials/articles-section.php



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