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Inspiring Your Sales Team
It takes more than a pat on the back and “Good Job!” to keep your sales team inspired.
Sometimes staying positive on a team can be just as difficult as making a new sale, especially during a recession. With employees like Negative Ned complaining about management and Debbie Downer whining because her sales aren’t what they used to be, keeping morale high can be a challenge.
“People either want to work hard and have that sense of inner pride, or they don’t,” says Doug Traxler, executive vice president of sales at Webb/Mason, Washington, D.C. “But, an organization really can either promote that spirit or crush it, based on how they handle problems.”
Growing sales and keeping clients is part of your company’s culture. Traxler and Ryan Jackson, vice president of client services at MPX, Portland, Maine, share their thoughts on ways to keep your team motivated and working hard during trying times.
Traxler believes in the “Mirror Theory: If you’re miserable with an employee, then he’s probably miserable with you.”
Doug Traxler, Executive Vice President of Sales
Webb/Mason, Washington, D.C.
All For One
At MPX, there is no ‘I’ in team. The more than 60-year-old distributorship has 28 employees, but the sum of the company is greater than its parts. Jackson says it’s a team atmosphere at this Maine facility—from non-commission sales that Jackson says reduce inside competition, to a monthly bonus program the entire staff shares for meeting their team quotas. Jackson says MPX tries to make all staff feel like they’re part of one team, even allowing them to contribute to the hiring process. During the last round of job candidate interviews, every employee has a chance to ask the candidate questions in a large group setting. “It helps staff motivation,” Jackson says, “feeling like they have a say, a chance to give their feedback and ideas on whether the person is a good or bad addition to the team.”
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