How to Keep Your Teleprospecting Team Motivated
So you have a talented teleprospecting team in place. Your reps all accomplished an extensive training period. You helped them grow through a magnitude of call training sessions and workshops. You conveyed your knowledge and "tricks of the trade" to your reps, and they've taken those skills and are cranking on the phones. As a trainer, job well done, right? Wrong.
The key to a successful teleprospecting team is fostering an encouraging environment. As part of the training department, it is my belief that our most important job is ensuring that our team is constantly motivated. Here are three ways to make sure your team is always motivated:
Recognition - Your most cost effective tool can be a simple "pat on the back." An even better "pat on the back" is one the whole company can see. Create public recognition such as a company mass email, visible name plaques, or recognize a valued rep during a company wide meeting.
Little perks count- It's been a tough year. Many teleprospecting firms are making the mistake of letting incentives fall by the wayside. It is hard to keep a sales team motivated without their "competitive juices flowing." Now is the time for your team to compete for paid time off, small cash rewards, and team outings. A little perk can make a big difference.
Positive reinforcement- It is important to keep an open forum for constructive advice and positive feedback. When giving feedback, it is important to emphasize strengths before you highlight areas of opportunity for improvement. The most de-motivating way to try to help a struggling team member is to "micromanage" or become "overbearing." While it is important to fix the problem, sometimes a confidence boost is very necessary.
If you don't know what works best with your team - just ask! In this economy, you might be surprised by what will best motivate your reps, whether it is small incentives, more time with their family, or simple recognition. Chris Snell also talks about understanding what motivates your reps, and you can read his thoughts on that here. It is important to cultivate a highly communicative culture and involve everyone in the process - hey, we are all in this together.