“As a manager, it’s our job to help define their strength and help them find a purpose for the team and use that to get them motivated.” – Mintis Hankerson in today’s Tip 612
How do you re-engage discourage reps?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Mintis Hankerson as part of our podcast partnership with Inbound that starts today. Mintis is a Sales Manager covering HubSpot’s small business division on the west coast. She began as an Account Executive and quickly moved into Sales Management, where she’s been for the last year. In that year her team has made at least 110% of quota every single month. Nine months they were above 120%, three of those months were above 150%. And now here she is with us:
Mintis Hankerson: Motivation and morale are two of the biggest topics of challenge in 2020. As we navigate being fully remote and also just going through a trying time as a world. What I’ve done to help actually keep my reps boosted as much as I possibly can is to dig into their individual whys for being in sales and also to define with their special powers. I know, sounds corny, but every single person on my team has a role of some type. For example, some people are the hype man of the team. They want to make sure that the team feels amped, that they’re ready to go for the day. Some people like to be the most knowledgeable about the product. Some people may not even know what their “superpower” is. However, as a manager, it’s our job to help define their strength and help them find a purpose for the team and use that to get them motivated.
So digging into a reps, why for sales, and what they’re great at helps create a foundation for keeping people inherently motivated. If they’re why even is I want to make a lot of money and in the process, I want to be the best salesperson because I want to make a lot of money. Then tell them how to own being the best salesperson and make the most amount of money. For example, I had a rep that was struggling with being remote ever since leaving the office as they were the most positive person on the team, always wanted to keep the team running at full speed every single morning.
So obviously being home all by themselves definitely was not motivating for them. So instead I created a daily stand up where they host an inspirational content session for 15 minutes. The team is optional to join, but it’s a great way to get the day started, making attention for how we want to go through the day. And this has lifted him up because of the fact that he loves the team and he loves making people feel like they’re ready to run through a wall. Check out my latest blog post and feature on the HubSpot sales blog on how to re-engage discourage reps.
Scott Ingram: For a link to that HubSpot blog post on How to Re-engage Discouraged Reps and to connect with Mintis directly, just click over to DailySales.Tips/612. We’ll also have a link so you can check out HubSpot’s Inbound 2020. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!