6 Tactics to Motivate, Track and Reward Virtual Based Sales Teams
In the current war for talent, the opportunity to work virtually is consistently listed as one of the primary things that top talent considers when evaluating opportunities.
There is no question that the highest impact move a company can make when looking for people to fill critical roles, is to expand the potential candidate base by offering remote work options, which opens up the search to the entire country.
Getting to pick from the top 20% of a limited geographic candidate pool is obviously much smaller than having the opportunity to choose from the top 20% on a national basis.
The focus then pivots to putting systems in place that ensure that managers are still able to manage, motivate and ultimately hold accountable remote based sales pros to the same level of accountability on-site employees are held to.
By fostering an environment of success, where numbers are tracked and efforts are rewarded, your sales team will make money, and you will be well-positioned to attract and retain the best and brightest talent.
Savvy managers have used a whiteboard in the office for years. Ask any experienced sales pro and they will likely share a story about the adrenaline rush of ringing the bell on a big sale at the team whiteboard.
As with most things, even the tried and true whiteboard has recently been upgraded thanks to technology, and virtual based companies are now employing an interactive whiteboard to track activity, create synergy, and increase productivity.
Here are 6 ways you can make the most of this staple in sales management, in its cutting-edge form, to ensure your team will meet and exceed all sales goals!
1.Pearson’s Law: The Tremendous Value in Tracking Activity
Pearson’s law states that “When performance is measured, performance improves. When performance is measured and reported back, the rate of improvement accelerates. And when activity levels are shared amongst your peers, activity increases yet again. “
By tracking your team’s activity, broken down to all the various components that go into making a sale, you will see substantial increases across the board.
Tracking individual sales numbers and reporting them to the team is the single most influential task that you can do as a manager to increase the odds of success for your team.
Determining your team’s weekly and monthly goals is critically important to achieving goals.
There must be clear weekly and monthly goals in order to know what to strive for.
As they say, you need to know where you want to go, in order to get there.
Once you have specific goals in mind, create an environment of accountability by having everyone on the team announce their weekly numbers during weekly team meetings.
While going over everyone’s numbers, be sure to encourage dialogue on why something fell apart, or how a presentation went south, etc. These types of discussions create synergy within your team. As long as spontaneous discussion is encouraged, these types of conversations often lead to breakthroughs in terms of improving the process, which would otherwise remain undiscovered.
2.Implement Everyone’s Feedback Along the Way
To make the most of the whiteboard activity, take every employee’s feedback into account. Often meetings fail to acknowledge and keep track of each opinion and each bit of constructive criticism offered along the way. However, a meeting with whiteboard activity is more likely to track all attendees’ input, since it is written down, thereby enriching the meeting experience.
Not only will your company as a whole benefit from valuable employee insights and expertise, but your workforce will also feel valued and heard. With everyone’s thoughts considered and actively discussed in the meeting, your organization will build a strong sense of community.
3. Enhance Employee Learning
Office whiteboard activity is a great way of enhancing employee learning without making the session feel like a rigorous college lecture! The interactivity will make things fun for your employees without taking away the element of learning.
Over time, your employees will actively look forward to the meeting and will take away a lot of essential insights that solidify the team in the long run.
4.Strike the Perfect Balance Between Performance and Motivation
Whiteboard activity is a terrific way of discussing key business elements—including revenue, quality, and production—while keeping employee motivation intact.
Evaluating progress by highlighting company successes not only ensures that all employees feel a sense of personal pride, the interactivity and inclusion of feedback in meetings will also increase employee satisfaction and motivation.
5. Set Clear Goals
One of the best ways of utilizing a whiteboard during a team meeting is discussing team goals. Unlike a regular flat panel display, a whiteboard will delineate goals while leaving room for erasing, writing, re-writing, and then some.
By actively tweaking goals based on real-time input, you’ll end up with a set of clear, customized, and hyper-focused goals that will ultimately help your company achieve the success it envisions.
6.Focus on Enriching Company Values and Culture for Employee Satisfaction
Every single organization has a culture, regardless of whether they consciously created it, or if it just happened organically. Culture is one of the most important components of a business. It is imperative to have a clear-cut Mission Statement and a well thought out vision in terms of your companies’ culture.
If you do not already have a clear, concise mission statement, and if your management team would not all describe your culture the same way, it is time to make that a priority. An entire meeting should be dedicated to each of these two critically important topics.
Ultimately, the meeting should conclude with a clear set of agendas regarding company values and culture.
You should take advantage of every single meeting to exemplify what your company culture is.
Discuss values and culture in a subjective and engaging manner that makes employees feel personally heard and valued.
Whiteboard activity is a perfect way to achieve this, as employees can watch their feedback being received and potentially implemented instead of being noted mentally, only to be dismissed later.
With today’s amazing technology, there is no reason why you have to limit your talent search to a specific geographic area. With the ability to create high producing remote based sales teams, the sky, or at least the entire country, is literally at your fingertips!