Inconsistency is a pervasive issue in many organisations. Despite their best efforts, businesses struggle to maintain a steady pace of sales growth. Sales leaders are continuously puzzling over what causes inconsistency. Some attribute it to bad habits, while others think it’s driven by apathy or negative attitudes. After years of working with organisations, we have discovered a common thread that contributes to inconsistency – starting with a lack of employee motivation and engagement. In this Sales Management article, we explore why sales employees are not motivated, and how sales managers can address this issue to achieve consistent sales performance.
When it comes to employee motivation, it’s not just about setting goals or increasing incentives. Many employees have never experienced a real sense of success, which makes it difficult for them to connect their daily activities to driving sales performance. They lack a strong desire to succeed and may not be fully committed to achieving their goals. Sales leaders may argue that sales is a lucrative career, but not everyone is motivated by the money or commission. Some employees take on sales roles because it’s the path of least resistance, or it’s what they perceive as an average job.
Another reason employees lack motivation is that they don’t see sales as a profession – it’s just a job that pays the bills. There’s a misconception that sales is an easy field to work in, that it requires little training or expertise. This leads to a lack of investment in training and career development, which only perpetuates the cycle of underperformance and inconsistency. Employees need to understand that sales is a profession that requires continuous learning and improvement. Sales managers must communicate this message clearly to their team and invest in sales management training and development to help employees grow and achieve greater success.
When employees lack motivation and engagement, it’s challenging to address the issue by solely focusing on sales targets. It’s essential to establish a culture of positive reinforcement that recognises and rewards progress, not just sales outcomes. Be consistent and fair when distributing rewards, and provide constructive feedback to help employees improve. Without this foundation, employees will continue to see sales as a job and not a profession.
One way to increase motivation and engagement is to set achievable goals. Employees must see the connection between their daily activities and achieving specific sales targets. Identify what motivates each employee individually and work with them to align their goals with those of the organisation. This will help to cultivate a sense of ownership and accountability for achieving sales targets.
Finally, sales managers must lead by example. They must embody the values and behaviours they want to see in their team. They must be transparent, authentic and approachable. By setting an example, they create a culture of collaboration and continuous improvement that motivates and engages employees to achieve their sales goals consistently.
Inconsistency is a common problem in many organisations, and achieving consistent sales growth requires more than simply setting targets or increasing incentives. The root cause of inconsistency is often a lack of employee motivation and engagement. Sales managers must learn to focus on cultivating a culture of positive reinforcement, setting achievable goals, investing in training and development, and leading by example. By addressing the fundamental causes of inconsistency, businesses can build a team of motivated and engaged employees who are accountable and committed to achieving sales success.
“People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” – Zig Ziglar
Looking for more sales management tips for dealing with employee inconsistency? Our sales team has decades of real-world proven sales experience across all the major industries. We also offer extensive sales training and sales management courses, live events and keynote events throughout the year. Get in touch today!
