How to motivate sales people when sales are poor

When sales are poor, sales management has a rather special role to play. Attendees on management training courses often say that in times of poor sales levels, the sales team tend to slow down creating sales levels fall accordingly. This  creates a vicious cycle.

In order that the sales force break out of this vicious cycle, boost your sales people by using the following management rules:

1. Do not keep bad news to yourself. Let them know about the company, division and economic situation. If sales people have to read the press about businesses going into liquidation and sales departments clsoing down, they will become rather nervous.

2. Avoid propagating doom and gloom. Do not make overly pessimistic statements that might make your sales people feel more insecure about the situation. Demonstrate that you are the boss and lay down new guidelines regarding product range, the terms and conditions, service and distribution and be consistent in the implementation of these. One of the most common de-motivators that creates insecurity is a constant change in direction.

3. Discuss your ideas, plans and guidelines with the  whole sales force. Aim to seek opinions from them regarding your plans. Discuss future actions with them. Do not avoid setting yourself high aims. If sales representatives are aware of the hard facts they will strive to achieve the impossible.

4. If you want to improve sales efficiency, you should decide on drastic measures. Crisis management does not mean reducing the product range and your customer base one day, changing your pricing and sales routes the next and extending your sales territories the next again. Managers attending management training course often admit to this kind of problem.  Summarise all the measures in a Sales Innovation Plan.

5. If you are appealing to sales people to reduce their costs, lead by example. If the quality of the car fleet is cut back, the boss must do similar. If you are cutting back on expense cost them the sales managers should not be put up in hotels at £250 a night.

6. Take the personal care of the sales team very seriously. People who are having to do more work for smaller bonuses need their souls massaging. Discuss the possible negative effects that this commitment may be having on their lives. Try to clarify and help solve any issues that may arise.

7. Avoid leaving your sales people alone at the front line during difficult times. Conduct joint visits with them more frequently.

8. If you delegate more tasks, ensure that they are freed from other less important, time-consuming admin based duties. Therefore, check to see which these duties can be transferred to other employees.

9. Increased responsibility motivates sales representatives. Let them have their say in all new policies during times of crisis. Extend their negotiating authority concerning obtaining orders, client selection, terms and conditions, and dealing with customers complaints. 

10. Let the sales team know about new innovations and development in good time. 

Good performance in times of crisis by your sales people deserves particular recognition. Let each person know the positive impact this has had and encourage them to keep up the good work.

Implementation of the above points can help motivate the sales team in difficult times. Good motivating skills can easily be developed on management training courses and is vital for high levels of staff motivation and high sales performance.

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