Sales motivation is a crucial part of success for staffing companies. If you want growth and a competitive place in the market, you need to hire people who are effective, experienced and focused in the area of sales. These basic principles can help you learn how high-performing staffing companies drive sales motivation.
Principle #1: Set Precise Expectations
The best sales force in the world won’t give you what you need unless you are clear about the expectations you set for them. Successful people are enthusiastic about goals. This includes the process of setting goals as well as fulfilling them and moving on to even greater ones. Letting your staff know what is expected of them is an important part of how high-performing staffing companies drive sales motivation. Prioritizing this stage of the process can lead to stellar results down the road.
Principle 2: Communicate Clearly About What You’re Offering Employees
Successful staffing companies engage in smart communication with their own staff. Be clear and honest about all of the details of their contract: – Base pay – Performance-based bonuses – Medical benefits or other benefits – Any other rewards – Additional career advancement opportunities within the company – Long-term growth prospects for the company When you communicate with your staff about these things, they work better because they’re not working in the dark. Even if you can’t offer them everything you hope to offer at the moment, be clear in your communication. Let them know how they will benefit from a strong track record in the future. People will stick with job opportunities that show an upward trajectory. Your honesty and communication builds loyalty to the team.
Principle 3: Give Excellent Feedback
Giving excellent feedback is a crucial part of how high-performing staffing companies drive sales motivation. When people know how they’re doing, they’re more likely to reach for future excellence. Think of what an effective motivator your grades were in high school or college. Unless staff can get this level of honest, hard-hitting evaluation, they won’t do the very best job they can do. The feedback process can include: – Self-evaluation – Peer evaluation – Evaluation by supervisors – External assessment of the sales team – Strategies for continuous improvement Feedback isn’t something that happens once a month or once a quarter. It’s a way of life. Every conversation you have with a staff member has the potential of including valuable feedback.
Principle 4: Always Think in Terms of Sales Enablement
Sales enablement is the art of giving representatives what they need to make successful sales. This multi-faceted strategy is an important key to how high-performing staffing companies drive sales motivation. Everyone who has sales conversations with clients should have access to these tools that can increase productivity by a factor of two, three or even more. Would you allow a cook to go into a professional kitchen without safety training and a properly sharpened knife? Sales enablement is a basic toolkit that can boost sales motivation in a powerful way. With sales enablement, you give people the information they need to make the sale. You make the conversation easier for everyone involved. Clients have shown that they prefer talking with reps who know about the problem-solving cycles they face, who can respond to complex questions creatively and in depth, and who know how to delegate if they can’t answer a question on the spot. Sales enablement can mean creating a personalized video or graphic presentation for a particular client base. It can also mean something as simple as a targeted conversation in the elevator at an industry conference. It’s a mindset as well as a set of tools. Sales enablement means making the process run more smoothly and efficiently. Think of it as the WD-40 of improving sales execution.
Principle 5: Think Ahead When You Recruit
When you take the time to recruit the right people with the best combination of skills, you’re following a key principle of how high-performing staffing companies drive sales motivation. Every hour you spend on quality recruitment can pay back in long-term success. Look for people with the right combination of experience and ambition, as well as the ability to be trained in the ever-changing details of the sales force. Don’t automatically assume that a more experienced person is going to be the best recruiting choice. Many high-performing staffing companies have found great success with relatively inexperienced team members who are willing to learn sales enablement strategies from the ground up. Would you like to learn more about the tools used by successful companies? Our selection of articles here at Mighty Recruiter can help you take the next step.