The sales business is tough; there is simply no employee loyalty. People tend to always be looking for the “next big thing.”
So how do you get keep your sales staff motivated and hungry to succeed?
Mark Schiro, CEO of sales company Stream Energy shares a few pointers on how to do just that.
Provide clear direction
Without the vision and steps to get there, you won’t be able to keep your sales force motivated. On the contrary, the best leaders have a clear vision of where they want to take their organization, and are therefore able to mobilize troops to accomplish seemingly impossible goals.
Be likable
Positioning yourself as a “likeable” and respected CEO is imperative to maintaining a loyal and motivated direct sales force. With employees, you can force people to follow you even if you’re not respected. In direct selling, your sales force is a “volunteer army,” so they get to decide who they work for, how long they work and where they work. If people don’t like and respect you, they won’t stay with you.
Be transparent and communicate
Ensuring the messages being communicated are the same across the board.
Something that speaks to this is the phrase “one voice, one vision.” When messages become mixed and diluted, trust between the sales force and company leadership become strained. Monthly video updates allow company leaders to implement the “one voice, one vision” strategy, assuring the sales force by communicating the same message over and over that the company is staying on the path they were told it is going down.
It’s all about the product and the opportunity
You need to provide your sales force with the best opportunity possible and a product they are proud of. It’s crucial the field believes in the product they are selling, since in today’s market there are so many copycats out there. Essentially, if you don’t have a real value proposition, you won’t be successful.
[Original:entrepreneur]