With this, our first newsletter for 2023, I thought it would be good to talk about the motivation of our team. How do we keep our staff, and specifically our sales teams, motivated and geared up for the new year? This, specifically in a post-COVID-19 era, compounded by the challenge of an extremely tough economy and the additional impact on business in general of electricity shortages and a weak Rand.
Invest in training and development: It might seem counterproductive to spend money, but ongoing training and development are critical to keeping staff, and especially sales teams, motivated and engaged. Providing access to new skills, tools, and knowledge can help your sales team adapt to new sales techniques and stay ahead of the competition.
Encourage teamwork: Foster a sense of teamwork and collaboration within the sales team. This can be achieved through team building activities, open communication, and the recognition of team achievements.
Review your workspace: After the strict ‘work from home’ policy during the COVID-19
pandemic, we have seen many companies now embrace a HYBRID (work from office and home) approach. Regular face-to-face interaction is essential. It creates that sense of TEAM and helps management stay ‘more in touch’ with team members.
Provide a supportive environment: Staff and teams may feel additional pressure in a tough economy. Ensure that they have access to the resources they need to succeed and provide a supportive environment where they can ask for help and receive guidance.
Utilise technology: Being a techie at heart, this is probably my favourite one … Utilise technology to streamline processes and provide valuable insights into the team’s performance. This can include customer relationship management (CRM) systems, workflow and task management systems (e.g., Monday.com), sales analytics and other digital tools such as Yellowfin.
Celebrate successes: Celebrate the successes of your team’s achievements – both big and small. Recognising and rewarding success can help keep motivation and morale high.
Stay customer-focused: For sales teams, in a tough economy, it’s more important than ever to stay customer-focused. Ensure your sales team understands customers’ needs and is providing value in every interaction.
Be transparent: Be transparent with your team about the state of the business and any changes in strategy or direction. This can help build trust and ensure everyone is aligned towards the same goals.
Foster a positive company culture: A positive company culture can go a long way towards keeping sales teams motivated. Encourage a culture of positivity, support and collaboration and foster a sense of pride and purpose in the work that the team is doing.
I believe you should be reassessing and adjusting targets: Within the current economic conditions, it is essential to reassess and adjust sales targets to be more realistic and achievable. This will help to keep the sales team motivated by allowing them to see their progress towards more attainable goals.
We wish you all the best for 2023 and may we reap the rewards of hard work, dedication and a passion for life!
(On behalf of the Yellowfin Sales Team)