Leading a sales team has never been easy, and it not likely become so any time soon. Keeping your team motivated at home or in the office takes commitment and investment. Being a leader is more than giving direction, as much more is needed to get the most out of your team.

Make Them Feel Valued

Just like any employee, sales people need to know they are valued by their organization as well as their direct reports. Make them feel like they are a part of a team and encourage camaraderie through the use of team building exercises. Speak to them as individuals and ensure they are happy with their current working conditions. Ask them about any equipment or policies that would make their job easier. And as always, a simple thank you now and then can go a long way.

Be A Part Of The Team

Leaders are those willing to jump on the front lines with their team in order to get things done. If a major project is going on and your team is working overtime, you should be right there with them. Letting them do all the work while you’re off the clock will cause them to lose respect for you. If leaders don’t have the respect of their team, productivity goes down and turnover increases. Take every opportunity to help out, while being careful not to impede the work of your team.

Encourage Healthy Competition

Functioning as a team is essential, but so is a little healthy competition. Setting up weekly, monthly and yearly sales contests can help keep your team motivated, provided the prize is valuable to them. Prizes can come in the form of cash, days off, electronics, gift cards and anything else that fits the personality of your team. One way to encourage competition while still keeping a focus on teamwork is to divide your team into smaller groups and make it a joint competition. This way everyone has one or more of their peers driving them towards their goals.

Provide Worthwhile Incentives

Commissions, milestone incentives, contest prizes and even small perks like free coffee or the occasional lunch on the company are all big motivators for true sales people. If you’re not in control of the budget for such things, speak with those that are and explain these perks are an investment. Motivation and enthusiasm are more important in sales than perhaps any other department. Putting valuable incentives in front of those that drive revenue is a necessity.

Recognize Accomplishments

Something that doesn’t cost a penny but can be a sincere motivator is simple recognition.  Whether it’s in a personal email or conversation or in a team meeting, taking a moment to bring light to people’s hard work and accomplishments will make them feel appreciated and motivate them to continue growing. It can also motivate other team members to gain that recognition. Be careful not to alienate anyone in the group and recognize smaller accomplishments and improvement as well.