How to Build and Motivate Sales Team in 2024

7 Tips to build a dream team that will be successful in selling.

Practice openness and being truthful to earn trust from team members.
Set a culture of customer centric selling. Inspire sales rep to go outside comfort zone and become customer centric. Learn to ask new questions with customers. Learn to understand customer’s pain points. Learn to offer the right solutions and terms. And learn to recover from failure because even best salesman sometime misses a deal with customer.
Lead your team by working hard and having empathy.
Give your team a customer-centric selling technology like CRM that they can collaborate plans, execute plans, review customer history, and act promptly to indicators/reminders. Let your team work with autonomy in the CRM – avoid micro-managing them.
Read sales activity reports from your team. Reports are generated by CRM. Manager need to coach sales rep as well as stay update with the stages of customers.
Re-engineer process when necessary. The current process was designed to resolve yesterday’s problem. Therefore, you can handle today’s problem that is not addressed by the current process.
Be supportive. We live in a time that people more than ever need care and support.

Money can motivate people but it is not the only factor. Job fulfillment is another factor. You can make your sales rep’s more fulfilling. Help them feel more purposeful. Show them how the actions/solutions they make/offer today can make an impact for customers and people around them. When sales rep focuses on helping people, they more likely feel good and the job becomes more fulfilling.
Reduce conflict and/or obstacles in the team environment. If sales reps are in conflict, bring them to find common ground and move past the conflict.
Make yourself trustful for them. If sales rep is upset with you and you don’t know it, you may see them indifferent to make commitment. Manager may need to reflect on own behavior as a leader, did you do or say something that could have been misunderstood? If so, apologize, clarify, show compassion.
When sales reps perceive the target as too challenging and feel helpless. Manager can help break the target down into smaller goals. Work with them to develop a plan and explain how you will support them in achieving them.
Give them extra time to reset. Sales rep can feel down or feel burnt out because of customer rejections or missing targets and often they just need some hours or a day off to reflect and bounce back.