7 months ago
February 21, 2017

How to Boost Your Sales Team’s Morale

The following tips can help you to boost sales team morale.

Claire McConnachie

If sales team morale has taken a beating due to sluggish sales, high turnover, or lackadaisical leadership, it’s time to take action. Fortunately, boosting sales team morale doesn’t have to take a lot of time or even significant changes in the way you already lead your team. Small changes can make a big difference in the way members of your sales team feel about their work, their co-workers, and their prospects.

The following tips can help you to boost sales team morale. You can incorporate these tips into the way you manage your sales team within a matter of weeks, helping you to turn a bad situation into a good one. When sales team morale improves, not only will sales come easier for your team members, but the entire team will enjoy a greater sense of unity and purpose.

1. Update Roles and Responsibilities

It’s much easier for employees to find a sense of satisfaction and well-being in their jobs when they have a clear understanding of everything that’s expected of them. Ambiguity results in frustration, and frustration inevitably leads to low sales team morale.

To make sure all of your sales reps understand their roles and responsibilities, start by reviewing their current job descriptions and seeing if they accurately depict what you want your reps to be doing. Visit with peak-performing sales reps and ask about the skills, knowledge, and work habits they have that are not specified in their job descriptions. Using your findings, create new job descriptions and make sure your sales reps thoroughly understand what’s expected of them. It helps to communicate your expectations on a regular basis.

2. Set High Standards for Attitude

Employers set clear standards expectations when it comes to skills and experience, but they don’t often set clear standards about attitude. How can you expect enthusiasm and a positive attitude from your sales reps if you don’t first define what kind of attitude you expect and how to achieve it?

A positive, enthusiastic attitude doesn’t come naturally to everyone, but everyone can learn to be optimistic, encouraging, and hopeful, especially if they have a good example to follow. If you want to boost your sales team morale, you must be that positive example. Don’t let your sales reps get away with complaining, whining, or making excuses. Set your standards high, and stick to them.

3. Create Sales Process Milestones

Sales team morale improves when team members see and recognize their success, and you can help them to see their success by pointing out when they surpass milestones. Of course, in order to surpass milestones, those milestones have to be clearly defined.

Milestones give people short-term goals to work for, and as they pass each short-term goal, they get closer to their long-term goals. Reaching goals is highly satisfying and keeps sales reps motivated to continue the success they’re enjoying. Even better, when your team can reach team milestones as a group, they root for each other, and sales team morale takes a huge leap.

When you update roles and responsibilities for your sales team, giving them clear direction in their positions, set high standards for attitude, and create sales process milestones to work toward, sales team morale will improve. As morale improves, not only will your sales reps be individually more happy and successful, but your entire team will work together better.

Claire McConnachie

Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.