In currently economy situation, companies cannot
afford their top talent migration to other companies. Selling is such a
difficult task and not everyone can do this job. For standing against companies. Selling is such a difficult task and not everyone can do this
job. For standing against competitors in current down market, need to keep
sales force happy and engaged. With satisfied sales force it is easy to get
success in the market. Although employees have very fewer opportunities to get
another job in another company but organization would not consider this as a
weakness and would not let employees alone and dissatisfied. Companies with
less care of employees retention and they think that economy give them a
strength, what are they doing?
Major reasons of quitting salesmen their job is being dissatisfied; with
organization’s culture, with market situation, with their standing in an
organization or most important dissatisfaction with supervisor or manager. Numbers
of solutions are available for above problems. If you like organization then in
large organization you could have opportunities to move another territory or
other post due to dissatisfaction with supervisor.
Appreciation is not only way to motivate salesman
Motivation by words is not enough. Just encouraging sales man on
achieving targets is insufficient. You must give other facilities like paid
vocation days, office parties, bonuses. At different stages, sales force needs
different type of motivation. Junior salesman may consider bonus as a
motivation with appreciation. B2B salesperson may consider rewards as
motivation. There are "two concerns mostly happened with sales force at any
specific time: there are 'shoves,' things that demotivate sales personals, and
other are 'tugs,' the things that motivate you. While it could be different for
employee to employee.
Keep the sales force satisfied at any level
It is quite
difficult to discover the motivation source for your sales force when their
likes and dislike differ from company overall motivation strategy. Management
makes sometime mistake about judging the way how salesman motivate. CEO at
Engage Direct Mail said that I got painful leaning after wasting my 10 years in
wrong judgment. I assumed everyone motivate by money as I’m motivated by money.
Keep your sales force satisfied by applying different methods. Make overall
police according to employee’s level. Even make company culture motivated. Use
of different tools for satisfaction like proper training, up gradation,
increase in pay, appreciation in front of other.
Hire right sales person for the job
Selling is difficult task and not everyone can do this. You need to hire most appropriate sales person for the job. Company business nature affect the salesman nature. In B2B context, salesman should be long term focused, stable and steady. Right salesman more motivated and satisfied and agree to work for long term. For hiring right salesman use simple techniques. Hire employees who is living near to office. Use different vocation policies for attracting right person. Let salesperson choose his own days. Allow Sales force to do their work with their own selected time and space. Use different personality test during the hiring process. Give short term, medium and long term goals according to job nature.
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