A recent article on Inc.com talked about the importance of providing your sales team with the tools and incentives your people need to succeed. The pressure should be on you, not them, to gain results from their efforts.
We’ve compiled some of our favorite tips from this article below, and explained how we implement them for sales success and happy agents.
#1: Show them the money. It’s definitely important to use means other than financial compensation to inspire and motivate your salespeople, but the old adage “money talks” is true. When you offer your salespeople a level of financial gain that brings security and freedom you’re letting them know that you value their talents. It also ensures they aren’t distracted by stressers like paying bills and providing for their families. You want your team to get what you want–more sales; give them the means to get what they want–a secure lifestyle.
#2: A pat on the back. Appreciation is free, it doesn’t take a lot of time, and it’s incredibly important. Yet too often sales agencies cultivate a culture devoid of appreciation in any form. Sales managers lose good people when they make the mistake of assuming an agent doesn’t need appreciation for a job well done. Set aside an hour, or even just fifteen minutes a day and use that time to really pay attention. Look at the performance of your people, and when you see outstanding work, recognize it, celebrate it, appreciate that person. Your team will know you care, and work that much harder.
#3. Make it personal. At Financial Providence Group, we’re always searching for new ways to inspire, support and satisfy our sales force. In order to do this effectively we have to listen to our team not just as a collective, but as individual agents and managers with needs specific to them. You may have a sales leader who’s busting records and leading metrics, but who really wants to make the leap into leadership. If you continually throw your entire team into the same rounds of training, this sales leader may become bored and frustrated that their potential isn’t being recognized. Whereas with a little attention, your sales star could go on to train thirty new agents to be just as talented as their leader. Avoid one-size-fits-all “solutions” and take the time to focus on the needs of the individuals who make up your team.
Interested in joining a salesforce that takes the time to care about their people? Financial Providence Group is currently seeking passionate, talented individuals for full-time career opportunities. Click here to fill out our agent questionnaire or here to contact us with questions.