Q4 motivation: Top tips for sales leaders

With the end of the financial year approaching for many, it means the actions you take now as a sales team need to be succinct and efficient to make any real impact, and they need to align with your year-end targets.

The motivation of your sales team needs to be at the forefront of your mind in this regard. Knowing what drives them to perform at their best during this final push will yield the return you’ve worked for all year long. Sales teams that aren’t motivated will start to fumble as we approach year-end.

We’ve got some great motivating tips for your team:

Maximise performance during normal working hours

It may seem obvious, but maximising performance during normal working hours can have a huge positive impact on performance.

Companies are becoming increasingly aware of the detrimental impact burn out has on its employees, and it’s important for you also to be mindful of this. During Q4, when the pressure is increased for many, you’ll want to ensure that your team isn’t being overworked as this can negatively impact morale and productivity.

Employees that can successfully unwind at the end of each working day are more likely to be less tired, and more focused to perform at their best during the most critical hours of the day - when your potential prospects are also in the office. This means it’s important to encourage your team to really maximise their productivity during normal working hours, so you can promote a healthy stop to the day.

Ensuring the emotional and physical wellbeing of your employees could be the key to unlocking performance at this crucial time of year.

Keep communication diverse 

It’s important to check in with your team on a regular basis. One-to-one meetings and sales update sessions are quick wins, but also encourage your employees to be the communicators – use weekly emails, or quick ‘stand up’ meetings to share updates on progress. These are also good opportunities for your team to flag any issues that you may not have seen. Being creative with your communication also means that you increase the chances of your message actually resonating with your team each time.

The more you organise regular catch-ups, the more your employees know that you’re looking out for them. Newsletters, group meetings, or even those drinks after work are effective ways to do this. Regular communication is also a great opportunity to keep up-to-date with your employee’s current targets and encourage them to work to their best of their ability. Let them know what’s great about their work and how this is contributing to your company’s success.

Motivation beyond commission

Offer rewards beyond commission-based incentives as this will remove some of the pressure that “bringing home the bacon” adds to a person. Many experts say the pay-packet isn’t the only way to successfully motivate your team. Other factors instead can fuel the same or even greater performance. In fact, working towards a team outing at the end of the year or an individual accolade are great ways to tie a reward into employee motivation.

Go one bigger with reward

In the short term, at the end of the quarter, quick competitions, team rewards, spot prizes and competitions can help lift everyone and give momentum to deliver.

You can go one bigger with these short-term motivators by using instant digital rewards. Easy to administer, digital rewards can be issued at your busiest time of year without the extra workload. 

This quarter is crucial and it’s the perfect time to use reward to say thanks for your team’s loyalty and hard work. And of course, don’t forget to celebrate success at your Christmas party, which will set your team up to hit the ground running in 2019.

To find out more about motivating your sales team this Q4, please download our eBook here.


Author: Andy Philpott | Category: Blog | 11/10/2018 | 0

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