How To Motivate A Sales Team When Sales Are Down

Written by: The Brooks Group
How to Motivate a Sales Team When Sales are Down

Revenue is down, and everyone is on edge. With social media abuzz with lay-offs, it’s understandable to be concerned. So how do you motivate your team to hit those sales targets? It’s a difficult situation, but it’s not impossible. 

This blog will discuss how to encourage motivation in your organization and get you over the rough patch. When you consider the fact that less than 25% of all workers feel excited about their job, you can see what an important part this form of team encouragement plays. 

We’ll look at different motivational strategies you can use to keep morale high and ensure your team remains productive. Read on for tips and tricks on how to motivate your sales team when sales are down!

How Do You Motivate Your Team When They’re Feeling Down?

Some salespeople are motivated by the need for acceptance, recognition, or to stand out from the competition. Opportunity comes from internal achievement acknowledgment, whereas visibility requires external acknowledgment. The trick is to figure out how to encourage motivation for each member of your team’s needs as an individual. 

Others are satisfied simply by achieving goals and may not require as many external reinforcements. However, when a salesperson is driven by visibility, be very appreciative of all of their efforts, no matter how modest. It’s up to you to figure out each rep’s currency and the best motivational strategies.

How to Motivate a Sales Team When Sales are Down

What Are The Factors That Could Make The Sales Team Demotivated?

Motivation is a tricky thing and can be derailed by many things. While not an extensive list, here are a few reasons your team may suffer from low sales.

Boredom Or Repetition Of The Same Sales Process

The performance of certain sales agents will be influenced by variables, including the distribution of accounts, how well specific territories perform, and fiscal cycles. Sales representatives will be more motivated to succeed if these elements are acknowledged with some form of handicap that evens the playing field.

Once you’ve addressed this issue, you must find ways to shake up the routine and insert excitement into the process. Create incentive programs that reward sales reps for meeting sales targets or reaching milestones in their performance. 

This will make them more engaged with their work and help keep morale high during times of low sales.

Overcomplicated Commission Rules

Sales representatives will be less motivated to achieve their objectives if they are unaware of how their success translates into commission compensation. Make sure your sales team understands how they can earn their commission. Better yet, simplify the process for them so they can visualize a clear path to their reward.

Unclear Communication

Regarding motivation for sales teams, the importance of clear communication cannot be understated. It is essential for the reps to understand what their goals are and how they will be rewarded for their efforts. 

To guarantee everyone is on the same page, managers should provide regular updates about any changes in the competitive landscape and clearly explain sales targets for short-term campaigns and ongoing compensation schemes. 

This will give employees an accurate understanding of what is expected of them and provide additional motivation to reach those goals.

Limited Direction

If management isn’t offering advice and demonstrating how to improve, a sales representative won’t know if they are underperforming. One of your best techniques of motivation for your sales team is to allow them to be able to gauge their performance with the aid of training and frequent check-ins.

Frequent Errors In Commission And Payment

Mistakes will inevitably be made when a commission administrator is manually calculating commissions and payments. This risk of error increases significantly if the administrator has to work with multiple spreadsheets, as it can lead to confusion and human error. 

Therefore, it is important for businesses to have processes in place that minimize the chances of errors occurring in commission and payment calculations.

Tactics to Inspire Team and Raise Morale

How To Motivate A Sales Team When Sales Are Down?

Finding inspiration is far more difficult. In addition to the numerous external elements that influence motivation, each individual also requires a unique set of rewards and motivating strategies. 

I’ve successfully utilized the following tactics to inspire my team and raise morale during my many years as a sales leader. Here are a few motivational strategies I swear by.

Building Trust Among The Team Members

Managers must establish trust by engaging with their team in a regular, nurturing manner before ensuring its continued existence. Being totally open and honest is the greatest approach to establishing trust. Just talking about trust may be a terrific approach to getting things going in the right direction.

Recognize & Reward Good Performance

If people are aware that they will receive sincere compliments, thanks, and rewards for their exceptional work, they will be much more receptive to your advice on improving. Financial incentives are also always a great way to help to motivate sales professionals.

Set Short And Long-Term Goals

Setting long- and short-range goals for your teams is your job as a manager. These strategies will help you and your teams evaluate their situations clearly and will ultimately improve performance and productivity. 

These strategies may be created to help you and your team assess their situation clearly and will ultimately increase sales performance and productivity. 

Identify Issues & Provide Solutions

Each week, schedule a time to contact each of your sales representatives to hear about what’s working, what isn’t, and how you can be of assistance. Make sure to offer your team encouragement in the areas they have performed well.

Utilize Sales Competitions To Raise Morale

Have the AEs (Account Executives), sales managers, or even the founder themselves call each other out on their performance. Let the representatives bet on who can make the best pitch. Make it a competition. 

Foster A Team Environment

Working closely with each sales representative in your division is crucial, but weekly meetings with your sales team are as crucial. Every week should have a distinct focus. For example, one week may be devoted to an objection-handling session where everyone shares typical objections they have, and the team comes up with solutions. 

By modeling team encouragement, you will create a positive learning environment and supportive culture.

Shift The Teams Focus & Learn Some New Tricks

When their attention changes to anything else, everyone experiences a release from the constant pressure. Additionally, they sense that their boss and employer genuinely care about their unique abilities and potential for growth. Investing in extra training for your sales teams is never a waste of time.

Bring In The Fun

Although scheduling team-building activities and work parties after hours is fantastic, it also takes away your team’s downtime. When determining how to motivate a sales team when sales are down, don’t discount the effects of fun activities being permitted during work hours. This is a quiet but very effective motivation technique.

Frequently Asked Questions

What are your daily and weekly goals?

Daily goals are typically more focused on smaller, achievable tasks that help progress individual sales opportunities in a meaningful way. Examples of these types of tasks include starting five new conversations with potential customers or moving at least four leads into the next stage of the sales funnel. 

Weekly goals generally involve larger objectives, such as securing three new customers or increasing overall revenue by 10%. These types of objectives require more effort and time to attain but have a greater long-term impact if achieved.

What Can You Do?

A great tip for how to motivate a sales team when sales are down is to break the stress cycle. You can do this by making regular time for your team to have some fun, especially if this has a direct financial effect on the sales team and overall sales goals.

What Are The Signs of a Dip in Employee morale?

Here are a few telltale signs of a dip in morale: 

  • A sudden drop in performance
  • A noticeable decrease in the number of sales
  • An increase in complaints from customers and clients 

What’s the best part about sales?

Sales can be stressful and difficult at some points, but they can also provide a lot of enjoyment. Some of the best parts can be building relationships with your clients and having control over your income.

What do you mean by a sales contest or friendly competition within a sales organization?

A sales contest is when two or more reps compete against each other to see which rep can close the highest number of deals in a given period of time. Friendly competition is when reps compete against each other without any monetary reward attached.

How beneficial is constructive criticism for the entire team?

Yes, it is very important because it helps them grow and learn new skills. It also gives them something positive to look forward to every day.

Explore The Sales Training Programs At The Brooks Group

The article explored how to motivate a sales team when sales are down. It discussed the importance of strong leadership, effective communication, setting clear goals and expectations, recognizing individual successes, and offering ongoing training and development. 

With these strategies in place, managers can help lift their teams out of a slump and back into successful selling mode. If you’re looking for ways to boost motivation within your own sales team during challenging times, consider exploring the professional sales training opportunities available through The Brooks Group

Our experienced consultants offer personalized coaching services that will equip your team with the skills they need to succeed in any market conditions. Learn more about how to help your team overcome challenges and make a bigger impact – explore the sales training options available from The Brooks Group today!

Written By

The Brooks Group

The Brooks Group teaches straightforward, actionable sales training skills to sales managers and their teams. Our IMPACT Selling® Sales Training Program has been taught to over one million sales professionals nation-wide, and we've been recognized as one of the top sales training companies annually since 2010. We also provide various behavioral and selling assessments to aide sales managers making hiring or management decisions.
The Brooks Group teaches straightforward, actionable sales training skills to sales managers and their teams. Our IMPACT Selling® Sales Training Program has been taught to over one million sales professionals nation-wide, and we've been recognized as one of the top sales training companies annually since 2010. We also provide various behavioral and selling assessments to aide sales managers making hiring or management decisions.

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