For the performance of your salesperson to improve day by day, they must feel concerned and committed to the life of your business. Thanks to this, he will naturally become more invested and more productive. Since the commitment of your salespeople and their performance have a direct impact on the financial results of your company, you therefore have every interest in motivating your team in the best possible way... To do this, nothing like the Commercial challenge !

So here's how to motivate your sales team through a well-thought-out challenge, in 9 key points.

‍

1. Create a motivating and caring environment for each salesperson

In order to create an environment suitable for the development of your business, improving productivity is an essential element to take into account. Indeed, your employees will feel valued and appreciated, which will motivate them to give the best of themselves. They will then become loyal to your company and will not be likely to look for another job.

In addition, a work environment that reassures and encourages employees can contribute to reducing their stress and anxiety states. As you will have understood, a confident and stimulated employee will be willing to propose innovative ideas and to give the best of himself to achieve his goals, and therefore, boost business growth.

Of course, a company that knows how to take care of its employees will be considered an ethical and responsible company. As a result, it is natural that its reputation will improve among stakeholders, potential customers and future employees.

Remember, therefore, that a healthy and encouraging work environment is conducive to the development of the company and its employees.

‍

2. Transform strategic goals into stimulating challenges

A well-established commercial challenge must be clearly defined but also measurable and achievable. For a challenge to be taken up by all salespeople, it is essential that it is stimulating for them and corresponds to the skills of each. However, it is important that it be in perfect line with the company's goals.

To transform your business goals into a stimulating commercial challenge for each salesperson, you must first identify the categories of salespeople based on their personality and the way they work. Then, it will be essential to clarify your objectives according to this, and to classify them by theme to transform them into challenges. However, be sure to Do not abuse challenges and to limit their number to a maximum of 3 by seller.

‍

3. Communicate effectively to lead and motivate your sales team

To foster a climate of trust, communication is an essential element. It will ensure that the entire team fully understands the goals, strategies and expectations of the company, and will also make it possible to review potential problems encountered in order to prevent them from happening again. In addition, communicating with employees serves to inform progress and changes in the work environment. In short, communication goes help improve collaboration between all members of the company.

‍

To bring the sales team to success, good management is decisive. To do this, care must be taken to:

• The clear definition of roles and responsibilities;
• The provision of training and resources;
• The establishment of a system for monitoring and measuring performance;
• Conflict management;
• Decision-making.

Maintaining and encouraging a positive corporate culture is critical to empowering your team to achieve business goals. This will promote innovation, decision-making and continuous improvement.

‍

4. Measure and encourage the performance of your salespeople

To measure expectations, success and identify the strengths and areas for improvement of the sales team, it will be necessary to assign performance levels to the challenges.

In order to promote continuous improvement, we offer you a well-defined “level of success” grid:

• 💎 Nugget: + 15% on goals
• 😍 Success Story: goal achieved
• 😀 Good performance: 85% of goals are achieved
• 🤨 Mixed: 50% of the goals are achieved
• 😟 Failure: Less than 50% of goals are achieved

‍

5. Identify the strengths and weaknesses of your salespeople

By identifying the strengths and weaknesses of your sales team, you can improve their performance. By teaching your salespeople to use their strengths effectively, you motivate them to make decisions and help them develop both professionally and personally.

From another point of view, the employer also has everything to gain. Indeed, identifying the strengths and weaknesses of your salespeople will allow you to assign them to a very specific task, making the employee productivity much more increased than if they were on a mission that did not correspond to them. In this way, you allow your salespeople to gain confidence and improve in a field, but that's not all. It also allows you to redefine your goals, your strategy and adapt your business challenges for better results.

‍

6. Highlight the strengths of each seller for increased confidence and performance

The strengths of a salesperson will allow him to stand out and surpass himself on the tasks that will be entrusted to him. More motivated than ever, he will then be able to excel on each of the missions on which he is assigned.

As an employer, by highlighting the strengths of your salespeople, you increase sales considerably. Indeed, your sales representatives will be able to respond to each customer request generating increased satisfaction and loyalty.

‍

7. Train salespeople on their weak points and know how to make the right decision

By identifying the weak points of your salespeople, you allow them to improve their performance. The skills acquired through the identification of weak points will allow them to improve in order to evolve. This is how they will be able to obtain better results and therefore develop professionally. It will also increase their motivation and decision making.

Know that there are several options for training your salespeople and making up for their shortcomings:

• In-house training: if you have experienced managers with optimal performance and effective results, then entrust them with the training of your sales representatives;

• External training courses: if your commercial performance is declining or the results of your challenges, and the annotation that comes out of the success level grid, are not favorable, then using an external service provider can be THE solution. In this case, we recommend our partner UPTOO for an audit of the skills of your sales managers and the establishment of a adapted and high-potential training ;

• Online training courses: there are numerous online resources such as specific courses, webinars, e-books, etc., that can help your salespeople improve their skills;

• Vocational training programs: you will be able to find training centers offering courses adapted to your activity, to the needs of your business and to the skills required for your salespeople;

• The training courses provided by suppliers and manufacturers: some suppliers and manufacturers offer training courses to sell their products or services, which can be interesting for the salespeople who offer them.

If your efforts are not enough to overcome the weaknesses of one or more of your salespeople, then make the right decision. A lack of skills, lack of will, or a mistake in choosing a career can be the cause. Therefore, it may be necessary to recruiting new salespeople who will have the skills, knowledge and/or motivation to meet business goals.

‍

8. Reward salespeople for their efforts

By rewarding your salespeople, you're motivating them to work harder and improve their work performance. If they feel valued, they will be more engaged and involved, which will lead to improving the quality of work. A satisfied salesperson will naturally contribute to the increase of the company's performance thanks to the proposal of innovative ideas and especially the motivation that he will put to use.

‍

9. Taking stock of your commercial challenge

By carrying out an evaluation of the performance of the commercial challenge carried out, you will be able to Determine what are the areas where salespeople have been successful, but not only that. Indeed, you will be able to see What are the ones where they have shortcomings and, if necessary, organize adapted training courses.

Thanks to the balance of sales and results obtained, you will be able to identify and share best practices used by successful salespeople with all employees to improve future performance. In addition, you will be able to see if the objectives set are achievable or not, and to adjust them in order to adapt them to the performances that are really achievable.

The assessment of the commercial challenge will also make it possible to make decisions in terms of sales planning, the implementation of strategies and objectives, or the recruitment of new salespeople.
Above all, remember that The aim of a challenge is to motivate your sales team in order to push her to give the best of herself. You can then Reward her for it and enjoy the results, especially financial and human, that this challenge will have brought to your business.

‍

‍