| Keeping your sales force motivated is one of the | | | | Managers seem to love the "surprise pop-in", while |
| biggest challenges facing sales managers today. | | | | sales people loath it. And that doesn't necessarily |
| This is becoming even more difficult as more | | | | mean they aren't working as hard, it just means |
| corporations push their sales people to stay in the | | | | they want the respect of a scheduled |
| field longer, often times working from their mobile | | | | appointment, just as they offer to their clients. |
| office, i.e. the car. Here are 5 quick tips to help | | | | Invite yourself to ride with a rep at least two |
| you keep your people motivated while they're out | | | | days in advance, and let them know that you're |
| on the road. | | | | intentions are to just catch up and see how things |
| 1.) Offer an incentive which helps keep them | | | | are going in the field. Make this a positive |
| focuses, while helping you monitor production. One | | | | interaction, and you'll be invited back as a |
| idea that works well is to hold an ongoing short | | | | wing-man sooner than you'd think. |
| term (2-3 weeks) contest. Ask your sales reps to | | | | 4.) Answer your cell phone, enthusiastically. You |
| grab a business card at every client's office they | | | | would not believe how motivating that can actually |
| visit. Have them write their name on the back of | | | | be. With a mobile sales force they often don't call |
| the card and then toss all the cards into a large | | | | unless they need something. And when they need |
| fishbowl back at the office. Pick a winner based | | | | it, they're typically in a hurry. Try to answer their |
| on the highest number of new cards, and reward | | | | calls, provide quick solutions to what they're |
| the winner with a new mobile office tool. Such as | | | | asking about, and be very mindful to never act as |
| a new laptop bag, laser mouse, portable laptop | | | | though they're interrupting you. This may seem |
| desk, or anything that will make their life easier | | | | like Management 101, but this is a problem area |
| and more productive while on the road. | | | | for many sales managers. |
| 2.) Ask for frequent group communication in the | | | | 5.) Offer information to help your team become |
| form of telephone "huddles". A big de-motivator | | | | more successful while working from their car. The |
| for mobile sales people is the lack of feedback | | | | mobile office can be a challenging environment on |
| and communication from their peers. A regularly | | | | many fronts. Cluttered seats, stiff back, dead |
| scheduled group huddle is a great time for them | | | | batteries, and spilled coffee; the perils are endless |
| to share stories on what's working, recent sales, | | | | for the mobile pro. Help your team adapt to the |
| and also a great time for you to communicate | | | | environment by providing them the essential tools, |
| anything needed from management. Keep these | | | | along with the tips needed to make the most of |
| calls to 15-20 minutes at the most, or you'll create | | | | their day. The last thing you want is them driving |
| tension by taking them away from an already | | | | from one coffee shop to another, just trying to |
| hectic schedule. | | | | find a comfortable chair! |
| 3.) Ride with your reps on a scheduled basis. | | | | |