Strategies for Motivating Sales Teams - HR Insights and Tips

Hi all,

I work in an IT distribution firm and I am faced with a big problem - how do I, as an HR professional, keep up the motivational level of the sales force?

The hurdles in front of me are:

1) The targets of various products vary over a large scale, so the target achievement is also different.

2) Since the dynamics of every IT product are different, spectacular performance of one person in one product is equivalent to the daily performance of another in some other product.

3) With pressure being high, internal conflicts are at an all-time high.

4) These situations are just cropping up. Earlier, the number of people was less and so were the problems. The motivation was high as there was a lot of internal bonding and team spirit.

The strength of the organization has increased in the recent past, and team spirit is taking a back seat, and the bonding is on a decline.

Please, someone, advise what steps should be taken from the HR perspective.

We have organized a 2-day picnic in January so that some interaction will take place... but I don't think it will be sufficient.

All the experienced individuals on Cite HR would have faced such a situation sometime or the other... please advise... really urgent...

Regards,

Pallavi

Hi Pallavi,

I would like to have more details of your current set-up to help you out.

1. To start with in this festive season, play the game Chisma-Chris child. I hope you know the rules of the game. Just to make it more interesting, add some fun to it, like asking the Chris-child to do some task every day.

2. Try to allocate time to each team a week and spend time with them; doing this would help you to know the team spirit level.

3. Talk to the leaders of the team and ensure that they visit their colleagues' place every weekend, just a casual visit. They could carry some fruits or chocolates to their house. Doing this, they will be able to understand their families much better, and this would bring in a bonding among the members.

4. You will have to make sure you have all the employees' birthdays, anniversaries, and their kids' birthday list. Make sure you wish them and also try to send across some gifts to their house.

5. Monthly, once play the management games. It could be related to communication/sales/presentations/fun games/Hunting the treasure, etc., but the bottom line of the meet is to have good team spirit.

6. Try to make sure that the work environment is a more friendly environment. As an HR, your role would always be to keep encouraging people.

7. Most importantly, try to devise a competitive incentive structure. Every month, based on the market research, keep changing the incentive structure.

8. Cultivate lots of activities, like a monthly internal newsletter, wherein you could mention the names of the members who outperformed and some interesting facts.

You will have to understand that the Sales team is a high-performing team and the backbone of your organization, so keep trying new things. What works for one team might not work for another, but you will have to play your role.

Motivation involves cost, but you will have to use it wisely.

Hi Radhika,

Thank you for your inputs. Could you please explain the game "Chisma-Chris child"? I am unfamiliar with it and would like to know more details.

I have received the birthday greetings and the newsletter is currently in progress. However, some people are suggesting a larger-scale approach, like hosting it on the internet, which presents several challenges to overcome in this initiative.

Are there any management games related to sales that can be played at the picnic?

I am looking forward to your help.

Regards,
Pal.

Hi Pallavi,

It's a simple game. This could be played for a week or less too. It's interesting to play for a week.

Make a list of all the names, then each person needs to pick one. The name written on the slip is the Chris-Child and the one who picks it up is the Chris-Mom/Dad for that Chris-Child.

For example, if Pallavi has a slip with the name "Radhika," then Pallavi is the Chris-Mom for Radhika, or "Radhika is the Chris-Child for Pallavi."

Similarly, "Radhika" will also pick out a name, and that would be "Renu." Then Renu is the Chris-Child for "Radhika." I hope this is clear.

Rule 1: No one should reveal the names they get until the end of the game (1 week).

Every day for one week, the Chris-Mom has to give gifts to their Chris-Child secretly. They can also leave a note on their desk, asking them to do funny things like not talking to someone for 1 hour, wearing a specific color dress, or wearing a hat in the office. It's based on each one's imagination. The gifts should be small items like chocolate, pens, flowers, keychains, but there needs to be a gift every day.

Every day, people can make a guess and write it on a board whom they think is their Chris-Mom. On the board, they can leave a message or thank you note for their Mom.

On the last day, they can guess who their Chris-Mom is, and each person can exchange really big gifts.

If you have any questions, let me know.

For the picnic, play the game - passing the parcel.

Passing the Parcel: Play it differently by adding the theme - Changing names.

Give the parcel to anyone and ask them to do whatever is written on it. Now the box needs to be passed to another person by calling their name. The second person should do the task and then pass it to the next person by calling their name.

Rules: No names should be repeated, and they should not call their friends' names (people who sit in the same cubicle or bay).

(This game is just to ensure everyone knows each other.)

Management Games for the picnic:

Communication Split into Teams:
Have two or more teams, with 6 or more members but less than 10 members per team.

Make two separate stories, not completely full, but with lots of improper information. One story for Team A and another for Team B.

The interesting aspect of the game is the story. Try to confuse as much as you can, for instance: In Story A, the name of the person is Ram and his friend's name is Shyam, whereas in Story B, the name of the person is Shyam and the friend's name is Ram.

1. Two teams - A & B
2. In A - 10 members & in B 10 members (All these members should be standing away or should not be able to hear the story) (Play some music for them so that they cannot hear the story)
3. Call one member from each team and ask them to read the story slowly. Give them 2 minutes.
4. Now ask them to call one of their teammates - 1 from their respective teams and let them narrate the story. After hearing the story, Teammate-1 should call Teammate-2 and narrate the story... and so on until all are done.

In the end, you will see the story totally changed. (The power of communication)

Let me know if you have any questions.

Hi Radhika,

Thank you for the information. The game really sounds interesting, and I think it should bring in the effect I want. I shall be starting the game in January and have the finale during the picnic. What do you say?

Right now, the target pressure is too much, so it won't really be useful. I shall keep you posted on the developments. Please let me know more about motivational practices.

Regards,
Pal.