Being a salesperson in the security industry is a tough job. It involves long hours on the road, dealing with rejection, and having to entertain potential clients and maintain a positive attitude even on the worst days. Keeping sales staff happy and motivated can be tough, especially when you can’t afford to give them a bump in salary or commission. However, there are things you can do to motivate your sales team without having to spend extra money.
Compliment And Communicate
Sales and operations need to work together as partners, not as two totally separate units. The sales team can only succeed if operations are building a good reputation for the company, and the operations team can only succeed if sales are bringing in new clients and not making promises they can’t keep.
For that reason, take the time to really communicate with members of your sales team, and compliment them on their successes. Salespeople love the chase and the adrenaline rush of prospecting and closing big contracts, so give them a chance to share in that excitement with you.
Don’t just give them a vague compliment either, like “Nice job on the XYZ account.” Talk about specific parts of their proposal, or their persistence in closing the deal, something that shows you genuinely paid attention and appreciate their work. When you’re giving this compliment, don’t be looking at your phone or checking email. Be focused on them.
Allow them to talk too. Ask them about their sales process, what it took to close the deal. Not only will they enjoy the chance to brag about their success, you might learn some good tips that will help you with building out your sales team in the future.