Being a sales rep in the security industry is a tough job. It involves long hours on the road, countless prospect meetings with endless questions, and the strong chance of rejection. After weeks or months of exhaustive days, maintaining a positive attitude can become increasingly challenging.
Business owners and sales managers must recognize keeping your sales team positive with a motivated attitude is what will set you apart from other security companies. However, fostering this type of attitude isn’t always easy, especially if you can’t afford to increase salary or commission.
Good news is there are 4 things you can do to motivate your sales team without having to spend any extra money!
It is imperative that Sales and operations teams work together. Sales can only succeed if operations is building a good reputation for the company, and operations can only succeed if Sales is bringing in new clients who hold appropriate expectations.
In order for Sales and operations to work cohesively, the teams must communicate on a regular basis. This can be as simple as cross-functional team meetings every month or setting meetings between the sales rep and operations personnel who are working with the client to ensure the client’s needs are met.
Communication is also important when something goes wrong. Let’s say an issue occurs on-site that the client is unhappy about. They approach their Operations Point-of-Contact (PoC), but the Operations PoC doesn’t communicate the incident with the sales rep. This may cause an issue when the sales rep approaches the client to renew their contract.
Each member of your security company that has contact with a client should be well-informed about what is happening with that client. This will cause less frustration with your teams and clients, driving motivation and contract renewals.