“Focus on your sales energy.” – Heléne Smuts in today’s Tip 1677
How do you focus on your sales energy?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Heléne Smuts. Helene is the Founding Partner of Credo Growth and a Global Keynote Speaker. She is also obsessed with developing high-performing teams in the tech space, and a lover of adventure and the ocean. Here she is:
Heléne Smuts: So the most important sales KPI that is often overlooked and forgotten is the energy of your sales team. Numerous studies have actually demonstrated that the energy of your sales team has a huge impact on their performance. For example, research has shown that when salespeople stand up during a call or meeting, their conversion rate increases by actually 3.2%. So it’s crucial for sales leaders to recognize that their primary responsibility is to maintain and boost this energy. And yeah, of course, financial rewards are undeniably essential for managing a sales team. But what’s even more critical is to consistently celebrating small victories, acknowledging their outstanding performance, fostering teamwork, and of course, creating a positive atmosphere.
I think there are quite various ways to achieve this, but one effective approach that I like to use is what I call subjective awards or surprise awards. And these are awards that I keep readily available, such as a voucher, a bottle of gin, a bottle of wine, or any other desirable incentives that I know my team likes. And the key is here to surprise your team members with these rewards. It’s almost like they get an unexpected dopamine boost.
So by implementing these type of strategies and recognizing exceptional achievements like landing the biggest deal of the week, you can actually maintain a consistently motivated sales team that strives to exceed expectations because they also it’s a little bit of a gain in terms of I wonder what the next reward is going to be or when the next thing is going to be. I think the approach will have the most significant impact on your conversion rates, even though it’s challenging to track quantitatively. So yeah, focus on your sales energy. There’s loads more to be done around sales energy, but I do think these are very quick wins that you can do easily.
Scott Ingram: For links to connect with Heléne, just click over to DailySales.Tips/1677. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!