Create a Winning Sales Culture with the Right Incentives and Motivators

Tips for creating a winning sales cultures that drives sales performance. With the high degree of competition in the sales market today, creating and maintaining a top-performing sales culture is more important than ever. Developing this strong culture is crucial for long-term sales growth. In our last blog, we discussed strategies for enhancing an organization’s sales culture using data and tools. In this article, we will delve into ways to improve sales cultures by using motivation and incentives.

1.     Maintain Open Communication

Concept: Communication is one of the most important facets of motivating sales reps.

Practice: Sales reps need to understand how their role plays into the overall company goals and objectives. They need to know they are part of something bigger. Sales reps should have individual performance goals and personal goals that tie into the overall company objectives. Weekly team meetings, coaching and one-on-one reviews help keep reps focused and motivated to reach their goals.

2.     Establish Sales Targets

Concept: Establish the correct goals and targets for sales reps to meet company objectives.

Practice: Organizations need to ensure their incentives are tied to the correct objectives in order to drive desired behaviors. If your sales reps’ bonuses are tied specifically to sales revenue, that’s where they will be motivated to perform. But what if your organization wants to grow their market share, acquire new clients or retain existing customers? Organizations need to establish metrics for those objectives and associate the proper incentives.

3.     Identify Performance-Based Incentives

Concept: Create an incentive plan that motivates your sales force.

Practice: While cash bonuses are a great incentive, it isn’t the only motivator for sales reps. Depending on your organization, winning paid time off, flex time or work-from-home options may be a great way to inspire reps to meet or exceed performance goals. Additionally, prizes are another great sales culture motivator. Concert tickets, sporting events and all-expenses-paid vacations are an excellent way to get the whole sales team excited.

4.     Provide Milestone Gifts/Gamification

Concept: Provide milestone gifts and/or gamification for your sales team.

Practice: Sales organizations understand how important it is to retain knowledgeable sales reps. Recognizing employee contributions is important. Provide items like company-branded mugs, coolers or bags when reps hit certain milestones, such as their 100th sale. Not only does this provide sales reps with a layer of personal pride, but it also generates some friendly competition within the sales team.

5.     Give Success Awards

Concept: Provide recognition and awards for sales rep successes.

Practice: Provide sales reps with awards that have no monetary value but are given to publicly recognize their success. During a sales team or all-hands meeting, present the sales rep with their performance award. Designate a common area, like a lunch room or hallway to display awards. Recognizing sales reps with awards inspires the sales team to set and meet new goals.

Creating a successful sales culture within an organization motivates and inspires sales rep performance.  An effective sales culture creates healthy competition, decreases turnover and establishes processes that allow problems to be quickly identified and addressed. Improving your sales culture will, in turn, create a positive impact on your bottom line. Revecent can complete an analysis of your sales culture to identify any areas of opportunity. Request a consult now and start seeing powerful results.  

We help our clients maximize sales effectiveness by delivering a complete system to hire, train, equip and manage high-performance sales teams. Contact us today to see how we can help your organization’s sales team exceed expectations.

How to Create a Winning Sales Culture

Every sales organization wants a productive, efficient and effective sales force. 

As organizations compete in today’s market, sales goals become increasingly aggressive and the pressure to exceed them intensifies. Consequently, how do sales organizations improve their sales culture to support this high-demand? And why is the sales culture important?

An organization’s sales culture establishes a combination of values, shared business goals and work environment the sales organization operates within.

“Statistics show that a company’s culture has a direct impact on employee turnover, which affects productivity, and therefore success. A Columbia University study shows that the likelihood of job turnover at an organization with high company culture is a mere 13.9 percent, whereas the probability of job turnover in low company cultures is 48.4 percent.”

In order to increase sales performance and retention, organizations need a winning sales culture. Below are 4 key items for improving an organization’s sales culture.

1.     Define Your Sales Culture

Concept: Define or update your organization’s mission on sales culture and hire to it.

Practice: Establish or revise your organization’s vision on sales culture. Your sales culture should be used as a guide for assessing and hiring new sales reps. Hire candidates who not only complement your sales culture, but also have knowledge or capabilities that benefit your organization. Candidates who contribute positively to your organization’s sales culture help create a positive work environment for all.

Start with a vision. Without one there is nothing to empower and lead the sales team with. They’ll feel as if they’re just working to work. Building a unifying framework for your strategy empowers sales reps with a sense of direction and purpose. Rather than operating for themselves, they work for a greater purpose. This helps to create a motivated sales culture driven by performance leading to higher retention and accelerated ROI. 

2.     Develop Your Sales Plan

Concept: A sales plan establishes sales goals, targets and tactics for a sales organization.

Practice: An organization’s sales plan summarizes their sales goals, objectives, processes, targets and tactics. The plan also defines how each of those elements will be measured and tracked for success. An effective sales plan ensures the entire sales organization is focused on delivering against a consistent set of goals, targets and objectives. Your organization’s sales plan benefits the sales culture by establishing a core set of goals and expectations up front.

3.     Use Strategic Data

Concept: Key metrics provide sales organizations actionable insight into improving sales performance.

Practice: Strategic data points enable sales performance improvement for the entire sales force.  Key performance indicators (KPIs) and metrics give sales organizations a key advantage when it comes to meeting revenue goals, selling more products and outsmarting the competition. KPIs also enable organizations to identify strengths and weaknesses of their sales pipeline. Organizations that provide their sales force with accurate and relevant data empower them to focus on qualified leads that will generate more sales revenue. A win-win for both the sales rep and the organization, creating a high-performing sales culture.

4.     Provide Applicable Tools

Concept: Appropriate tools enable sales reps to be effective and efficient in their sales role.

Practice: Investing in relevant tools enables sales reps to be successful at meeting or exceeding sales targets. Sales enablement tools automate processes that allow sales teams to sell better and faster. Tools let your sales force stay aligned with marketing and business goals, identify valuable prospects, access and search relevant content, upsell and cross-sell products, and trigger automatic customer communications. Most importantly, sales enablement technology helps streamline workflows and remove unnecessary tasks so the sales team can focus on creating revenue. Empowered reps are confident in their abilities, feel aligned with the organization’s mission and construct a strong sales culture.

5.     Recruit The Right Talent

Businesses must know how to attract, assess and select the right sales candidates. This is easier said than done. One way to make the process more predictable and consistent is with the use of  a  sales candidate assessment. And while there are many out there, some are better than others. Look for one that is personalized to your sales rolesenvironment and specifically designed to use data and science to accurately evaluate selling skills and DNA . By tailoring search, recruitment and assessment process to your individual business, sales candidates come properly vetted and are better prepared to perform in your unique sales environment.

6.     Personalize The Onboarding & Training Process

This is another process easier said than done. A simple company manual won’t do. To build a winning sales team begins with identifying the effectiveness of your sales force and developing a customized sales training and onboarding program to optimize performance. Personalizing the training and onboarding based on the selling strength and weaknesses identified using a sales assessment helps to accelerate the ramp-up process and time to productivity for new hires.

But training doesn’t stop with onboarding. Developing rock star sales talent requires ongoing development. Incorporating a micro-learning approach that delivers bit-sized bits of content along with quizzes, workbooks, and real-world implementation guides is a great way to ensure the training content is retained and applied.

7.     Provide Ongoing Coaching

A winning sales team is one that is continually coached. Idling by and expecting sales reps to simply perform, leads to the same old problems. Have sales playbooks built around effective sales methodologies. Give reps a roadmap to success, set goals and field questions. Be hands on with your team by attending sales meetings, scheduling weekly one-on-ones, and listening to sales calls. Some great tools to streamline the coaching process include Refract and Execvision. Engage your sales reps daily and they will deliver consistent results.

7.     Hold Salespeople Accountable

Establish clear expectations for your salespeople. Setting key performance indicators (KPIs) and other sales performance metrics are vital. Goals and expectation should be transparent, realistic, and should inspire sales reps to take their abilities to the next level. Presenting them with sales benchmarks is a great way to motivate them and fuel their inner competitor. Implement contest and awards to reward desirable behaviors and keep things fun and competitive.

Final Thoughts

These tips can improve your organization’s sales culture enabling increased sales performance, motivated sales reps and reduced attrition. Interested in a thorough evaluation of your hiring strategies, sales culture or sales enablement technologies? Revecent can complete an analysis of your sales strategy to identify any areas of opportunity. Request a consult now and start seeing powerful results.  

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HireDNA takes the guesswork out of hiring and retaining sales talent with a predictive hiring system that uses science-based tools to identify the best candidates with the right sales DNA to perform in your unique sales environment, resulting in lower turnover and accelerated ramp-up to help you hit your goals faster. Contact us to learn what it will take to build your winning team.

Accelerate New Sales Hire Ramp-Up

Get actional tips to accelerate new hire ramp-up and maximize ROI. 

Many sales organizations have a typical ramp-up time of six months or more for a new sales rep. Reducing the amount of time needed to get new hires up to speed and closing their first sale is key to maximizing an organization’s investment. But how do sales organizations accelerate their new hire ramp up and still ensure their sales reps will be successful? Research shows that a well-defined and comprehensive onboarding program can speed up ramp time and improve performance by 11.5 percent

1.     Define Your Sales Strategy

Objective: Successful new hire ramp-up begins prior to hiring by having a clearly defined sales strategy, processes and tools in place within your sales organization.

Procedure: Identify and set a clear sales strategy for your sales organization. Establish sales goals and metrics. Develop a compensation plan that benefits both your sales rep and your organization. Document the sales process and procedures for generating new leads. Implement effective sales tools.

2.     Hire the Right Candidates

Objective: Effective hiring begins by having an ideal sales candidate profile for which to measure applicants against.

Procedure: Identify your sales candidate profile including education, sales experience, sales performance, sales competencies and behaviors. During your interview process, ask behavioral questions to help assess whether or not the candidate has the skills, attitude and competencies needed for the sales role. Behavioral questions are designed to evaluate a candidate’s suitability based on how they behaved in similar situations in previous positions.

3.     Deliver Comprehensive Sales Training

Objective: Comprehensive sales training sets new hire expectations and enables them to be successful.

Procedure:  Develop a comprehensive training program that includes both instructor-led and online courses. Training should cover a broad range of topics including products and services, tools and systems, and soft-skills they will need while interacting with customers. Sales training should be an ongoing and structured process. Let your new hires know upfront that your organization is committed to their success.

4.     Provide Coaching and Mentoring

Objective: Ongoing coaching and mentoring are vital to motivating and empowering sales reps once their new hire training is complete.

Procedure: Coaching and mentoring provides benefits to both the trainer and the new sales rep. The coach or mentor is given an opportunity to display their knowledge and skill within the company. This creates a sense of empowerment and increases retention for top sales reps. The new sales rep benefits by learning the intricacies of the sales process, inside organizational knowledge and the best way to interact with target customers from an experienced sales rep. Mentoring and coaching take place in a real sales environment with new hires learning the best sales practices. This results in a shortened learning curve and a faster ramp-up.

5.     Create Personal Development Plans

Objective: Provide new sales reps with ongoing feedback on performance goals and metrics to enable them to track their progress, issues and wins.

Procedure: Creating a personal development plan (PDP) provides a roadmap for new sales employees. The plan includes measurable goals and a timeline for achieving those goals. Review the PDP with new hires at specific intervals (30, 60, 90 days) to track how they are performing against sales goals. Sales managers should recognize early wins to reinforce the sales reps’ performance and address any issues to keep them from becoming discouraged.

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These five tips can help your organization accelerate ramp-up times, create motivated sales reps and increase retention. Interested in a thorough evaluation of your talent acquisition and new hire ramp-up process? Revecent can complete an analysis of your company’s hiring and onboarding strategies to identify areas of improvement. Request a consult now and start seeing powerful results.

We help companies get their solutions in the hands of more customers faster with a high-performance sales team built for successContact us today to see how we can help your organization recruit, train, equip and manage your sales force.