Transcript: Hi, it’s Ben Lai from Sales Ethos. Today I’m going to talk about how to boost sales morale in 2019. With the holidays coming to a close, many sales people are going to feel a little bit sluggish coming back to work. I’m sure many of you are trying to think of ways to boost their sales morale, and as a result kick start the year with high sales revenue.
Before we talk about how to boost your sales morale in 2019, I just want to highlight that the very word “morale” has its origins in the word “moral.” That’s right! So you cannot increase the morale of your team without first having strong morals. This inherently makes sense – have you ever observed how some sales people, who are novices, outperform far more experienced sales people? One of the key reasons for this is because their belief in their product and in what they’re doing is so much stronger. As a result, they’re more proactive and they’re more persuasive. This is because they have the moral high ground, so to speak, when it comes to sales situations. So just as a preface, if you want to boost the sales and morale of your team, you have to start from a moral perspective.
How to Boost Sales Morale in 2019: Think of the “Big Picture”
And now, for the three practical tips. Number one, you need to think about the big picture. You cannot boost people’s morale and their morals if you don’t understand why you are in business in the first place. Now mind you, there’s a lot of content out there about how to create mission statements and purpose statements and so forth. So I’m not going to go into too much detail there.
But what you do need to do is to make sure that you’re not focusing just on self-centred goals. A lot of companies will make their goal to “Be the biggest widget manufacturer in the world” or the “Leading specialist” in whatever field they are in. These are very internally focused. What I want you to do is to have a think about how your company is going to make a difference in the big picture.
What is the value that you’re bringing people and the difference that you’re making in their lives? That’s going to have a lasting impact. So whatever your product is, or your services, have a think about how you’re having an impact and then create your purpose, vision, or mission statement based on that vision.
How to Boost Sales Morale in 2019: Define your values
Once you have created this list or this statement, the second thing that you need to do is to create a list of your core values. These have to support that bigger vision. So for example, some of my core values include ethics, integrity, and character. So these are all the things that encompass my business. You need to have a think about what are the core values that you are going to represent. This is going to be the key point in every conversation that you have with people.
And just as a quick comment on this, it’s not enough just to say that you’re going to have integrity as one of your core values without some sort of way to substantiate it. Everybody’s going to say that they value integrity, but how are you going to play that out? Try to be very specific about what are the actions you’re going to take in order to live out this value. Another one that’s very vague is to provide the highest quality. How are you going to provide the highest quality; what does that encompass? Does that mean that you’re going to have certain warranties? Or are you going to make sure the product lasts a certain length of time?
The same can be said for customer service. Everybody’s going to say that they have great customer service. How are you going to quantify that? So have a think about those and write those down.
How to Boost Sales Morale in 2019: Communicate and live the values
Now the third step is to communicate and to live out those values daily. There’s no use coming up with a vision statement and all these values if you don’t tell the team that “this is what we’re doing,” and “this is what we represent.” Furthermore, it’s not going to mean anything if you don’t personally live out those values. If you say you value integrity and you break a promise with one of your staff, then you’re going to lose a huge amount of credibility. As a result, instead of increasing morale, you’re going to decrease it. So you need to be very careful to practice what you preach, and make sure that you’re communicating these values on a regular basis. Otherwise, it’s going to find itself in the drawer someday and never get lived out.
Conclusion: How to Boost Sales Morale in 2019
So there you have it! You need to recognise that to boost sales morale in 2019, you need to recognise that morale comes from the word moral. You have to have very strong moral values to boost the sales morale. In order to do this you need to think about the bigger picture. Come up with your vision statement and support that vision statement with your core values. Finally, you need to communicate and live these values out on a daily basis.
So what do you think? What are some of the things that you do to boost sales morale? There’s certainly lots of other things that you can do. I’d love to hear your comments below. Don’t forget to click like and subscribe, and remember that integrity plus skills equals success!
Sales Ethos provides sales training in Melbourne, Australia. Led by Ben Lai, our vision is to inspire and equip sales consultants and entrepreneurs to sell with purpose, pride, and integrity. Our core belief is that Integrity + Skills = Success, and achieve this by providing business coaching, sales coaching, and sales process consulting.