Samuel “Sam” Ketner led as the co-owner and co-founder of Auto House, a pre-owned car dealership serving residents of Salisbury, NC. In this capacity, Sam Ketner handled a range of responsibilities, including motivating the Auto House sales staff.
Following are three methods for motivating sales staff:
1. Build trust: Sales teams must trust the people above them. If they do, they are naturally more driven in their work. They are also more easily inspired. Leaders can gain trust by being direct about issues and expectations. In addition to that, effective leaders do not scold their teams. Instead, they help sales reps solve problems and grow.
2. Offer incentives: Having incentives in place gives sales staff something to work toward. This makes them feel more excited about their jobs, thus keeping them motivated. Good incentives include such things as more time off, more money, or gifts. Surprisingly, some research has indicated that non-cash incentives are often more effective in increase performance.
3. Set goals: Without clear daily, weekly, and monthly goals, sales teams are unsure about whether they are on track with their work. Over time, this uncertainty can sap motivation. To prevent this, leaders must establish clear goals and communicate these goals with their teams. That way team members always know what needs to be done and by when.
