How to motivate a salesperson?
Posted: Wed Dec 04, 2024 9:39 am
Learn the determining factors in the motivation and commitment of salespeople, which will drive them to improve their performance
In theory, salespeople are the only ones who generate income for companies, hence the importance of keeping them motivated.
In this sense, the company's objective is to create the conditions for the seller to reach his or her full potential and maintain the motivation necessary to achieve it.
This is easier said than done because many factors are beyond the control of the company or the sales team leader.
The most important aspects that influence list of south korea consumer email salespeople's motivation are detailed below (in no order of importance).
How to motivate a salesperson
Design a good income and commission plan for sellers.
The fundamental objective of an income and commission plan is to motivate the salesperson to challenge themselves and seek new sales levels. This can be achieved through a combination of fixed and variable income.
Commission schemes should be stimulating for the seller to make an effort and commit.
In fact, salespeople are one of the professionals with the highest turnover within companies and one of the reasons is that they are looking for higher incomes.
Bad practices to avoid because they do not work to motivate or incentivize sellers:
The seller must reach a certain amount of sales to be able to earn commission. If this level is not reached, the seller does not receive any additional income.
Schemes where the seller always receives the same income, regardless of the results. Every month he receives the same commissions.
Systems where the seller receives the same commission regardless of the amount of the sale made. The seller receives the same amount when selling a product worth 50.00 USD as when selling one worth 2,500.00 USD.
Limits on the income you can receive. A salesperson cannot earn more than a manager.
Make commissions conditional on the performance of other activities.
Generally speaking, the commission schemes that work best are those with ascending commissions. The more they sell, the higher the commission or income percentage.
Real and achievable sales goals.
Sales objectives must be adapted to the reality of the market and the demand for the company's products and services.
Proposing an excellent commission plan with unattainable sales goals has an adverse effect on motivation.
They may accept the challenge more out of necessity than conviction, but in a very short time they will realize that reaching the goal is almost impossible, so they will not achieve the income they estimated.
A competitive product or service.
Sales professionals know that there is no such thing as a perfect product or service. They just want it to have a market and a good relationship between the benefits it offers and the price at which it will be sold.
If your company has a product or service that is not very competitive, sellers will hardly place it on the market.
Even those sellers who sell stones if you offer them them will look for companies with a more competitive offer.
In theory, salespeople are the only ones who generate income for companies, hence the importance of keeping them motivated.
In this sense, the company's objective is to create the conditions for the seller to reach his or her full potential and maintain the motivation necessary to achieve it.
This is easier said than done because many factors are beyond the control of the company or the sales team leader.
The most important aspects that influence list of south korea consumer email salespeople's motivation are detailed below (in no order of importance).
How to motivate a salesperson
Design a good income and commission plan for sellers.
The fundamental objective of an income and commission plan is to motivate the salesperson to challenge themselves and seek new sales levels. This can be achieved through a combination of fixed and variable income.
Commission schemes should be stimulating for the seller to make an effort and commit.
In fact, salespeople are one of the professionals with the highest turnover within companies and one of the reasons is that they are looking for higher incomes.
Bad practices to avoid because they do not work to motivate or incentivize sellers:
The seller must reach a certain amount of sales to be able to earn commission. If this level is not reached, the seller does not receive any additional income.
Schemes where the seller always receives the same income, regardless of the results. Every month he receives the same commissions.
Systems where the seller receives the same commission regardless of the amount of the sale made. The seller receives the same amount when selling a product worth 50.00 USD as when selling one worth 2,500.00 USD.
Limits on the income you can receive. A salesperson cannot earn more than a manager.
Make commissions conditional on the performance of other activities.
Generally speaking, the commission schemes that work best are those with ascending commissions. The more they sell, the higher the commission or income percentage.
Real and achievable sales goals.
Sales objectives must be adapted to the reality of the market and the demand for the company's products and services.
Proposing an excellent commission plan with unattainable sales goals has an adverse effect on motivation.
They may accept the challenge more out of necessity than conviction, but in a very short time they will realize that reaching the goal is almost impossible, so they will not achieve the income they estimated.
A competitive product or service.
Sales professionals know that there is no such thing as a perfect product or service. They just want it to have a market and a good relationship between the benefits it offers and the price at which it will be sold.
If your company has a product or service that is not very competitive, sellers will hardly place it on the market.
Even those sellers who sell stones if you offer them them will look for companies with a more competitive offer.