Como você gerencia e motiva sua equipe de vendas durante os períodos de promoção de vendas?

We are talking about promotions or contests here, right? So this is a layering on top of existing programs and incentives. So how do we encourage focus? Clarity of expectations and alignment of incentives to this expanded target is critical to successful outcomes. Realistic and non-conflicting objectives with the other underlying and existing aspects of work (and other existing incentive structures) is valuable for the sales population to remain focused on execution.

Empower your team to make certain decisions autonomously. Trusting their judgment can boost confidence and morale, leading to increased motivation.

As an Area Sales Manager I have experienced many a times that setting clear & realistic goals based on SMART principle of goal setting not only helped to achieve major objective of sales promotion but also keep the sales team motivated. Usually promotional schemes are monthly based & goals are set linked with Yearly sales volume & MS Target. Accordingly incentive schemes are designed keeping in consideration Segment which need to boost sales, Gross Margin & underlying market dynamics. For example promotional schemes during rainy season will not be same as of winter or final qtr of the fiscal. Once schemes are decided communication with the field team & the the mode of communication is crucial for the success of the scheme.

To set previously the expected incremental sales and connect additional achievements on their portfolio and rewards scheme. Keep the follow up day by day on promotion period and to check if any additional assistance request from the sales head

O critério SMART reúne os aspectos essenciais para que campanhas de vendas sejam bem sucedidas. Em minhas experiências liderando equipes de vendas de bens de consumo de massa (bebidas), além de usar os critérios SMART, eu adotava ferramentas que possibilitassem o acompanhamento diária e, os benefícios que cada participante estava se habilitando a acessar. Além disso, as metas eram ponderadas de acordo com o potencial de cada área/vendedor, de maneira que todos tivessem chances semelhantes de sucesso. Reuniões matinais com a equipe de vendas também funcionam como um forte impulsionador para o alcance das metas, uma vez que àqueles que estejam tendo uma melhor performance podem compartilhar as suas práticas com os demais membros da equipe

From my extensive experience, I can affirm that sales promotions can be both rewarding and taxing for a sales team. Successful management and motivation during these periods are crucial. Start by setting clear, realistic goals. Prior to any promotion, establish specific, measurable, achievable, relevant, and time-bound (SMART) objectives. Communicate these explicitly to your team, ensuring they understand expectations and incentives. For instance, in a previous role, we set daily targets during a promotion period, reinforcing these with daily briefings and a visual progress chart. This gave the team a clear understanding of the goal, sparked healthy competition, and kept motivation high, driving successful promotional campaigns.

Constantly communicating the results of the team and the top individuals... keep everyone focused on the winning... work with all of the reps and help them manage their pipelines

in my opinion it's crucial to lead and motivate my sales team through clear goal-setting and suitable incentives. I start by defining specific, achievable goals that align with the SMART criteria (specific, measurable, achievable, relevant, and time-bound). Before any action, I communicate these goals clearly to my team, ensuring they understand the expectations and incentives. During such phases, we establish weekly targets, foster team spirit through regular meetings, and visualize progress. This approach not only brings clarity but also encourages healthy competition and sustains motivation, ultimately leading to successful sales campaigns. for me less pressure and more realistic visions are the essentials.

SMART goals can definitely help track the results against clear and measurable sales promotion KPIs. In my experience as a Head of Supply Chain, what helped keep the sales team engaged and motivated was the collaborative working between the supply chain and sales team. We were celebrating together as one team the results of a successful promotion. Recognising the sales achievements, no mother how small the achievement is brings engagement and momentum. I was always recognising the team work, the team effort that led to a successful sales promotion. And even better, include the customer as well where joint commercial plans are in place.

Établir des objectifs précis, mesurables, atteignables, pertinents et temporels (objectifs SMART) donne à votre équipe une direction claire. Impliquez les membres de l'équipe dans la définition de ces objectifs pour garantir leur engagement. Si pendant cette période l'équipe doit atteindre 300 nouveaux clients par mois, on va être clairs et réalistes « Nous souhaitons atteindre 300 nouveaux Clients par mois d'ici le 31 mai. Nous souhaitons toucher plus de prospects et obtenir plus de leads. » L'objectif définit à la fois ce qui doit être atteint et à quel moment.

Regular feedback play a crucial role in keeping a sales team motivated. Regular progress updates, performance reviews, and constructive criticism help them grow and improve. Celebrating achievements, both big and small, fosters a sense of accomplishment. In past roles, we've used various monetary and non-monetary rewards for recognition. These included performance-based bonuses, sales 'leaderboard' competitions with prizes such as gadgets or vouchers, and 'Salesperson of the Month' accolades. Even simple gestures, like a handwritten thank you note or public acknowledgment in a team meeting, can have a significant impact. These can inject a sense of fun and healthy competition, enhancing team motivation during sales promotion periods.

Donnez régulièrement des retours d'information à vos membres d'équipe sur leurs performances. Mettez en avant leurs réussites et identifiez des domaines d'amélioration de manière constructive. Faire des points récurent et personnels avec chacun des membres pour travailler sur des axes d'améliorations et combler ses possibles lacunes.

During sales promotions, maintaining motivation within your sales team is crucial. Regular feedback, acknowledging individual and team achievements, and constructive criticism are essential for growth. Recognize, celebrate and reward success through various means, from handwritten thank-you notes to public acknowledgment in team meetings, performance-based bonuses and competitions with rewards, to boost motivation during sales promotions.

Feedback é o pilar básico do desenvolvimento do time. Quando você provê feedback claros e regulares permite que o colaborador saiba exatamente quais comportamentos devem ser repetidos e quais devem ser evitados.

Feedback geben und Anerkennung spielen eine entscheidende Rolle dabei, das Team zusammen wachsen zu lassen. Diese Dynamik sollte jedoch nicht nur vertikal von oben nach unten stattfinden, sondern auch horizontal zwischen den Sales Repräsentatives. Dies fördert eine kooperative Umgebung und trägt dazu bei, in kürzester Zeit mehr Erfolg zu generieren. Es ist empfehlenswert, einmal pro Woche Team-Meetings abzuhalten, um gemeinsame Ziele zu besprechen und sicherzustellen, dass alle auf dem gleichen Stand sind. Darüber hinaus sind regelmäßige 1-zu-1-Meetings wichtig, um den individuellen Fortschritt im Auge zu behalten und den Teambarometer unter Kontrolle zu halten.

Use the contest as an opportunity to train/teach skills. The feedback should help them compete in the current promotion, but also help them grow as salespeople in the long term. They can apply what you teach them right away for reinforcement.

Além de deixar claro, através de feedback, de como o colaborador deve executar suas tarefas, é fundamental que as suas capacidades sejam desenvolvidas através da orientação muito próxima.

To ensure their success, it's crucial to provide support and training. Support means you've got their back, helping them out with challenges and arming them with the tools they need, by addressing their concerns, overcoming challenges, and equipping them with necessary resources. For training, coach them up on what works best , coaching with a strong emphasis on best practices, strategies, and relevant sales skills for the promotion.

Constant communication with the team sharing success stories and providing additional training and support. Keep everyone engaged and in the moment.

Build trust Get in the trenches Set goals and celebrate when they’re accomplished Optimise leadership style Offer opportunities for growth and development Offer financial incentives Say thank you often

Estar en contacto constante con el Director de Ventas es crucial, además de una capacitación constante se requiere, tener el carácter y la autoestima suficiente para soportar todas las veces que te digan NO los clientes, para ello es importante el apoyo de los otros vendedores y de quien es líder del equipo de ventas, para que tenga empatía con los vendedores en tiempos difíciles.

To effectively manage and motivate your sales team during a sales promotion period, it's essential to provide targeted support and training. Organize regular training sessions that focus on product knowledge and sales techniques, ensuring team members feel confident and well-prepared. Foster open communication for ongoing coaching and feedback, allowing team members to share challenges and successes. Recognizing individual achievements and promoting a collaborative environment will keep the team engaged and driven to reach their sales goals. This approach not only boosts morale but also enhances overall performance during the promotion.

#1 Manifestez votre reconnaissance. #2 Offrez une rémunération attractive. #3 Accordez des récompenses à vos commerciaux. #4 Évaluez avec précision les progressions de chacun. #5 Utilisez des outils adaptés. #6 Définissez les bons objectifs. #7 Entretenez l'esprit d'équipe. #8 Restez toujours à l'écoute.

Ter um time forte, onde a colaboração impera e todos buscam o bem comum, vai elevar a capacidade do seu time entregar resultados superiores

I would encourage a healthy work-life balance, allowing the team to recharge and maintain focus and productivity. Allowing them with flexible schedules, promoting the use of time off, establish clear work-life boundaries, and provide wellness support. Being a role model for work-life balance and schedule regular check-ins. Adjust performance expectations during high-stress periods to prevent burnout. A balanced team is better equipped to handle the demands of sales promotions while maintaining focus and productivity

Accordez de l'importance à l'équilibre entre vie professionnelle et personnelle. Offrez des avantages flexibles comme le télétravail, des horaires flexibles ou des congés payés pour que vos employés puissent mieux gérer leur temps et leur énergie. L'épanouissement personnel se fait grandement ressentir lors d'une vente direct ou indirect.

Im Vertrieb sind Power Hours, typischerweise zwischen 10 und 12 Uhr vormittags sowie 14 und 16 Uhr nachmittags, bekannt. In diesen Zeiten liegt der Fokus auf intensiven Anrufen und Demopräsentationen. Der Rest des Tages kann flexibel für E-Mails, Follow-ups und Recherche genutzt werden. Tägliche Forschungszeit fördert eine ausgewogene Dynamik zwischen intensiven und entspannten Phasen, um stets motiviert und fokussiert zu bleiben.

Según mi experiencia se debe optimizar el tiempo en el trabajo al grado que se logren los objetivos y también exista un equilibrio entre las horas de laborales y de descanso, porque esto último permite al vendedor utilizar su tiempo libre en actividades que le permitan relajarse, descansar, reír y conversar con amigos o familia, eso le ayuda a mantener una actitud positiva y entusiasta para continuar su jornada laboral y le permite pensar con mayor claridad

Mettez en avant la qualité du travail plutôt que la quantité. Reconnaître et célébrer les efforts et les succès de l'équipe renforce leur confiance et leur engagement envers l'entreprise. Vous pouvez créer un environnement propice à la motivation et à la réussite de votre équipe commerciale. Une équipe gonflée à bloc est une équipe plus performante. Cela vous apportera à coups sûr une hausse des ventes et du succès global de votre entreprise. Mettez différentes choses en place pour hisser votre entreprise vers la réussite par rapport à vos concurrents.

Remember if you make a stronger push during the promotion than normal, to let the foot off just a bit afterwards. If its full speed ahead during a promotion, you push to exhaustion, and then immediately afterwards you still push hard you’ll likely lose the staff (every staff is different). Remember your people are humans and treat them accordingly. That said have a blast during special promos as they are fun times to sell!

I would recommend to have a 5 minutes touchpoint every other day, so you can listen to them and they can share challenges or best practices. It also helps to build engagement and trust among members.

Team Meetings sollten nicht täglich stattfinden, um Seriosität zu wahren. Sales-Teams sollten sich auf folgende Aspekte konzentrieren: 1. Sehr gute Produktkenntnisse 2. Vordefinierte Zielgruppen um Zeit zu sparen und mehr Sales zu generieren 3. Umfassende Kenntnisse über die Angebote der Wettbewerber 4. Kontinuierliche Überwachung von KPIs, um im Rhythmus zu bleiben 5. Innovatives und intuitives Denken 6. Recherchieren 7. Handeln wie Unternehmer Ein einfacher, aber effektiver Maßstab kann sein: "Wie viel Umsatz haben wir generiert?" Dies ermöglicht klare Ergebnisse und Fokussierung auf das Wesentliche.