Uncategorized 13 Mar 19 Manoj Kumar

Are you struggling with your sales target? Well, you are not alone. 8 out of 10 managers struggles in achieving their sales target in spite of taking all the measures at their disposal: giving rewards, giving incentives, streamlining process, etc. As a sales manager you will soon realise that there doesn’t seem to be an easy way to get your field sales team to help you achieve your area sales targets fluently.  Also, a little analysis of the nature of the field sales and behavioural science can tell you that the cause of this is nothing but a lack of motivation amongst the sales reps. That you cannot sell easily and on a huge scale in the field until your field reps are motivated to do so. But is motivation really that important and what are the different ways in which you can motivate your folks? Let’s find out. 

Why do you need to motivate your field sales team?

You definitely know about the complexity of field sales. Selling more than 100+ SKUs to around 35-40 outlets daily with continuous pressure of achieving targets is not an easy job. A field salesman travels 25 kms per day on average, and this journey sometimes is filled with fatigue, tension, rejections, complaints, and objections.

If technology such as SFA are not provided, the complexity can increase manifold. Moreover, field reps have to work alone almost all of the time.. They have to resolve issues. that arise while selling, on their own. In such a scenario, the field reps can become caught up in a pool of negativity or fatigue which will always hamper the sales progress drastically. The only thing that can help them to go on in spite of the situation is a commitment to the cause. And the only thing that can establish commitment is motivation.

So it’s very clear why motivating field sales reps is not just an exercise in creating but employee experience but also ultimately and integrally related to the over business goals of the organisation. The higher your sales reps are motivated, better are your chances to achieve your weekly or monthly targets. So now the question is, how can you, as a sales manager, motivate them to keep their focus on sales? Here are a few thoughts on the same.

How can you motivate your field sales reps?

Build an Innovating and smart Incentive structure

Do you have an incentive system in place? Is it delivering  expected outcomes? What KPIs does the incentive system measure? How is the performance of the salespeople related to the achievement of  their sales targets?

You might have answers to all of these questions, and you might be convinced that you are doing it in the right way. But my question to you is that when did you revise the incentive model? Is it the same as it was last year? Then I am sure that it will not give the outcome you were expecting.

You need to revise the objective of the incentive system once it has been adopted as a discipline. For example, you can create your incentive model to improve sales coverage, but once you are at the industry level, you need to change the objective and reframe the incentive model. Keep doing this, and you will have a self-motivated team.

Encourage your middle management to help their team on the ground [Joint Working]

As discussed earlier, the life of a field rep is filled with multiple challenges. Sometimes they need other perspectives to solve the issues. Therefore joint working with their manager helps field reps to overcome various retailing challenges. It also helps them to improve their approach towards product selling across different outlet categories.

Empower your middle management with Limited and Focused data in the hands

How many of your middle managers are tracking their field reps performance daily? Are they appreciating their team for daily achievements? Are they helping struggling reps? Do they have real-time on-field data to track their team performance?

Your middle managers should have access to real-time data, and it should be appropriate data so they can make better decisions on the go.

Reap benefits of SFA

One of the major pain points of sales reps is manual reporting as it takes a lot of time in preparing reports and submitting them. And the only way to keep them focused on selling is to empower them with the latest technology. SFA is one of the tools which thousands of brands are using to empower their field sales team. FieldAssist has introduced features which lets your field rep track his performance on daily/weekly basis which makes them motivated and keeps them aligned with their target.

Last but not least

Small appreciations are a big motivation tool. You should create a culture of appreciation where everyone appreciates each other’s small achievements as well.

When you make motivating field sales reps an important part of your job, it will make your life easy. Ultimately, with time you will learn about more details and precise things that can make your field sales reps willing to go that extra mile. 

field sales rep

Manoj Kumar

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