Motivating Field Sales Staff

Motivating Quote

It was recently brought home to me how important it is to give regular feedback and support to salespeople out in the Field.  

It’s amazing what happens when you do! I was out for the day doing some accompanied visits with a Field Sales Representative. He has a fantastic work ethic, goes on lots of visits and isn’t afraid to source new businesses to Prospect while out and about.

He’s excellent at starting conversations and has good rapport with those he meets. The perception he creates for the business is very professional- just one problem: sales were drying up…

Just before we went in to see a Prospect together I asked him what he was expecting from the meeting and he looked a little surprised- it was a loose plan, he’d be striking up a conversation and seeing where it took us.

Planning Questions

Here are a few questions we ran through before we went in:

“OK we need to consider what the best outcome would be for the Prospects from this meeting: for example: what can they find out from you that they don’t already know that will help them with some of their business objectives? Plus what will be the best outcome for us? What actions are we going to take and what actions will they take? What will they want us to do next?”

“What other options are they considering?”

“What will they do if they don’t do this?”

“What other projects in the business might take priority over this?”

Now these were questions which were relevant to that Prospect’s situation and it’s vital to have some questions and objectives planned before any sales meeting, conversation or visit.

Staying Focussed & Motivated

On top of that we discussed how to stay focussed and motivated. If you spend a lot of time travelling as part of your job you have an amazing advantage over those who don’t. You can use your time twice! What I mean is you can attend training and update on industry developments at the same time as travelling. If you are driving you can listen to podcasts, audio books, MP3s of development material. If you are going by train you can add webinars and videos to that list too.   

Now I don’t mean you have to spend all your travelling time doing this because it’s great to give yourself thinking time, blare out your favourite music etc. The key is little and often. Even just 20 minutes will have a massive incremental effect on your mind set and skills. If you can do that twice a week, great! If you do it daily you will be unstoppable!

It doesn’t matter what you listen to as long as it helps inspire you or strengthens your skill set. You’ll soon work out what your favourite kind of material is.

Find more FREE sales tips here.

 

Make More Sales in December

I did a workshop for some Field Sales people this time last year and the Sales Director decided to have a competition to see who could make the most appointments, it ran up to the end of December.

The team consisted of 10 people including 2 new starters and 8 of varying time in the role. It was a simple objective: appointments counted if they were for anytime in the rest of December and up to the end of January.

As a result everyone had a better than usual start to the New Year but some had an amazing start. Guess who, yes –you’re right, the two new starters! Their fresh views meant they were not impacted by barriers others perceived. They even beat the top performers.

As a Sales Trainer I’m very fortunate to work with all sorts of salespeople. There are those who might be underperforming and need more support to turn things around. Those that do a good performance and just need to ask a few better questions or be reminded of things that work. Then there’s the exceptional performers- they do two things:

Invest in self development, always thinking of and researching ways to improve then taking action and never let up, even in December.

They do stuff others don’t do and everyone can learn from the way they see opportunities particularly in December:

It’s the easiest time of year to get through- there’s less meetings going on so availability is better.

People are in a more relaxed frame of mind, more receptive.

There may be some budget left over which can be made available.

They are thinking of how they can invest in the coming year.

They are not getting as many calls as salespeople take their foot off the gas.

The competition is doing less activity

December makes all the difference!

 

One More!

One of the most valuable lessons in sales was taught to me by one of my colleagues in the early part of our sales careers. Every evening as our team was shutting their computers down and getting ready to leave to go home or maybe the Pub, he’d do something different to the rest of us. He’d always say “I’m just going to do one more!” Continue reading “One More!”