When sales reps are engaged, they are more productive, focused, involved and enthusiastic about their job. Engaged sales reps are dedicated to company success and are motivated to do their best for their own benefit as well as for the benefit of the organization.
Let’s look at the top eight ways to keep your sales reps performing their jobs to the best of their abilities.
1. Listen, listen, listen!
Rather than micromanaging your sales reps, inspire them to be more productive by listening to them and letting them know you appreciate their viewpoints, opinions, and feelings. By listening to them, you can also learn from them and become a better leader.
2. Communicate frequently and effectively
Not every decision you make will be a popular one; however, if explained openly and honestly, even the most difficult decisions will be supported by your sales reps. This support will be the result of understanding your reasoning and why you made the decision you made. Keeping lines of communication open is key.
3. Make your employees feel like they are a part of something
Everyone wants to feel like they belong to something. Show your sales reps where they stand in the overall strategy of the organization. When sales reps feel as though they’re part of something bigger, they get inspired to work harder.
4. Keep the promises you make
No one likes to be lied to. When you promise your sales reps something, follow through on that promise. If for some reason you can’t, explain why the circumstance is what it is. By being respectful of your team’s time and expectations, you show them they’re truly valuable to the company.
5. Be consistent
Nothing demoralizes a sales rep faster than an inconsistent manager. Be consistent in your attitude, expectations, and behaviors to everyone on your team to foster trust and comfort on behalf of your sales reps.
6. Recognize employee success
Celebrate all successes – no matter how big or small they might be. A simple and sincere “thank you” goes a long way. Not only does this make sales reps feel valued, it increases morale – which leads to higher productivity.
7. Be welcoming
An open door policy is very effective. Your sales reps should feel they’re able to come to you with questions and concerns without fear. By promoting communication, creativity, and initiative, your sales reps will become more engaged.
8. Pay undivided attention
Give your sales reps your full attention when they come to you. If you can’t at that specific moment, let them know that and then set up a time when you know you’ll be able to focus on them. It’s respectful and your rep will feel appreciated when they have your undivided attention.
Are your sales reps comfortable communicating with you? Do they feel you’re supportive or does interacting with you cause fear and stress?