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Five Ways to Motivate the Sales Team in Summer

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Five Ways to Motivate the Sales Team in Summer
August 30, 2016

  By Susan J. Campbell, TMCnet Contributing Editor

Summer is starting to wind down. Kids are going back to school, temperatures are trying to break and fall clothing is filling every retail window in town. Still, Labor Day hasn’t arrived and the temptation to hold on to those last few days of warm weather and late nights on the deck may be spilling over into the work day.

As we near this last holiday of the season, it’s easy to get distracted. Even the best telemarketing software can’t always compete with too many agents on vacation and the potential drop in leads with leaders distracted by their own summer plans. Instead of assuming this is just the way things are at the end of the season, you can take a few tips from Hubspot. The company’s latest blog offers 10 motivational techniques to keep your team engaged. Here, we explore our favorites.

Coaching – it’s great that you have solid training in place for your new agents. They’ll need it to be successful in their new role. But poor habits can set in over time if you’re not careful. The best way to ensure the great training provided at the beginning of a career is carried throughout is to implement solid coaching. It not only provides an opportunity to communicate with your sales agents, it also demonstrates that they are worth your time to do so.

Goals – while everyone wants to be told they are doing a great job, you can’t really tell unless there are clear goals identified and measured over time. Sales professionals generally want to go after the win, but if you don’t give them something to strive for, they will assume what they are doing is good enough. Instead, create goals that are achievable and drive the results you need to support your strategic plan. You’ll be surprised how much set goals can motivate a team.

Professional development – employees are likely to be much more engaged if they understand that their employers are interested in their success. Provide your employees with opportunities to continue to learn and expand their knowledge base. Then, when positions become available, make it a priority to promote from within.

Remote work – even if you’ve never done it before, there is potential for setting up your employees to work remotely. Everyone has weird schedules in the summer, which forces a change to your telemarketing software. But if you give your staff the ability to work around their other commitments, you’ll be surprised how much more they can get done and in a short amount of time.

Eliminate commission caps – if you want to identify a clear stop to an employee’s efforts, put commission caps in place. Telemarketing software was designed to enable agents to be more successful in less time. If you cap their incentives, you save nothing. Make this just as lucrative for your agents as it is for the company and you’ll see significant results. 

Edited by Alicia Young

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