It’s imperative that you constantly keep an eye on these 5 factors to keep your sales team highly focused and majorly productive.
1) Updated Incentive Plans: If you haven’t had a fresh update on your incentive plan this year then now would be an excellent time for you to do so. Sales people thrive on reaching personal bests and bonuses. An incentive restructuring within the next few weeks will push your team to finish off the year strong. Something nice for them and a strong fourth quarter for you.
2)Pre-Year Push Reviews: Don’t wait until the end of the year to review any shortfalls in target or short comings with your sales team. Run your one-to-one coaching meetings now and get help if they need it. Provide a way out and a light at the end of the tunnel. Don’t let your people give up and coast until next year. Now is the time to ramp up the energy so you set the stage for 2014.
3) Update Your People’s Skills : Everybody can use some added skills training. When was the last time you asked your top people to spend some time with their lower performing colleagues. Set a shared target goal for both Incentivize everyone to help each other hit their individual targets. Meanwhile you could set weekly team targets for them to reach together.
4) Fun Contests: Don;t let stress and serious business goals ruin the atmosphere in your office. Set yourself up to be humiliated by your team. Now is the time for them to work hard and strive hard to throw a “pie in your eye” Set a goal for today. If they hit target then the high roller gets to do the honors . tip (you buy the pie)
5) Get out there yourself: It’s important that your team sees you leading from the front. Go out with or work alongside your top sales people for the week and then offer your time to the middle performers and share best practices of what you learned from your top performers. Make it a special treat to be able to spend time with you.
This will be the best investment of your time you could ever make. Make a commitment to yourself and your team NOW! This act alone will set you and your team up for a successful last quarter and a great start to 2014.
