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Dan Munson

Dan Munson General Sales Manager

Exclusive Blog Posts

Being a Relevant Service Department

Being a Relevant Service Department

The latest news out of the auto industry is that Amazon, everyone’s favorite online retailer, is investing $700 million into the electric truck a…

automotiveMastermind Talks Predictive Analytics

automotiveMastermind Talks Predictive Analytics

We conducted a lot of interviews with thought leaders at NADA 2019, and we will be posting them in the community for the next few weeks.   I…

[WEBINAR] Your GamePlan to Triple Your BDC Close Rate Without Breaking the Bank

[WEBINAR] Your GamePlan to Triple Your BDC Close Rate Without Breaking the Bank

Matt Weinberg, SVP of Consumer Experience at Drive Motors, presented our latest webinar.  He discusses the evolution of the Internet lead and shows …

Advances in Inventory Management

Advances in Inventory Management

 We collected a ton of interviews at NADA, and throughout the coming weeks we'll be releasing them.  John Hensman, General Manager at Hom…

3 Steps to a Better Hiring Process

3 Steps to a Better Hiring Process

Somewhere out there is the perfect candidate for your job opening, but finding that person can be a challenge. How much thought and time do you put into yo…

Managing Your Sales Team to Take Them to the Next Level

At the heart of every successful business is a sales team that manages to perform every single day. Without a healthy sales department, you probably don’t have a business model that can work. However, selling products to customers hour after hour day after day can get tiring. It takes 18 calls on average to even reach a buyer.

As a result, even the best salespeople can get burned out. Burnout can be devastating for a sales team and really hurt your bottom life. If you want to prevent sales team burnout, you need to keep your team properly motivated. Below are some strategies you can use to keep your sales team motivated so they always perform the way you need them to.

 

Don’t Ignore the Middle Performers

Most managers and sales coaches tend to spend most of their time with either the best performing sales team member or the worst performing. This makes logical sense. The best performing sales person probably follows your directions to a T every single time. The worst performing sales team member, on the other hand, probably needs the most direction to just get the job done on a daily basis.

However, this ignores an entire category, the middle performers who probably make up the bulk of your sales team. These people are able to move product but have not yet progressed to their full potential. On the other hand, your best performing sales team member probably doesn’t need your coaching to get the job done at all. The worst performing team member may never improve despite your best efforts. It’s then the middle performers that may benefit the most from your time and mentoring. They can already sell your product but have some room to improve. That’s where you can have the greatest impact. Keep that in mind in regards to how you delegate your time between different team members.

Foster Passion for Your Products

Perhaps one of the best role models for a sales person to strive towards comes from a source you may find surprising, the King of the Hill cartoon. The main character, Hank Hill, worked as a sales team member for a local business, Strickland Propane. Hank absolutely lived and breathed propane and propane accessories. It was his passion, and Hank simply could not stop talking about his love of the product he sold.

That’s what you want in your sales team members. You don’t want people who simply know your products. You want sales people that have true passion for them. Try to foster this passion in your sales team. If you sell frozen steaks, make sure your sales team members are going home with your steaks and grilling them up for their families on a regular basis. Really try to get them into your product on an enthusiast level. Consumers can really be won over by people who truly believe in their products and know them front and back. Even if you insure cars, make sure your sales team is passionate about selling cheap car insurance. That kind of genuine enthusiasm can’t be faked. It can make converting leads a snap as opposed to a chore.

Focus on Achievement and Recognition

You need to think of psychology in regards to properly motivating a sales team. Two things everyone strives for with their careers are a sense of achievement and recognition. Make sure to ingrain both of these into the management of your sales team. Make sure to formally recognize the efforts of those that do a good job. Employee surveys show that recognition in the workplace and job satisfaction are intertwined. Also try to make sure your team is striving to achieve goals that increase along with the improvement of their sales skills.

The sales department is the lifeblood of any successful business. Motivation is the fuel that keeps a sales team productive and performing at a high level. Make sure to manage your sales team members in a way that keeps them motivated and passionate about selling your products.

 

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