The big problem with managing sales team is keeping them motivated, and when you are working with field sales – Don't ask! When you put your startup in front of a great audience of startup founders and early adopters, you have every good reason to keep your team intact, show discipline and keep your sales force happy.
Hiring field sales representatives can have a significant positive impact on your company's bottom line. However, you need to treat your sales team well if you wish to continue enjoying their services. Failure to do so may result in them leaving your sales in slump and taking a job wth one of your competitors. Keeping your foot soliders happy and motivated is an uphill task, but lets get along!
Listen, before you TALK!
Make sure that you check in with your off-site sales representatives regularly. You can use the various online tools to speak wth them and find out how they are progressing with the sales leads, or daily meetings/calls that you have them assigned. You can also use lead performance management tools like LEADZILA that allow sales representatives to submit reports on work progress, ask questions, and stay in touch with other SDRs of their team.
The opportunity to work at their own pace and manage their own schedule is a major reason why people choose to work as freelance sales representatives. As a result, you should avoid micromanaging remote salesforce by making efforts that make them feel like you don't trust them to do their job properly. Instead, give them reasonable deadlines and touch base with them periodically for updates.
Pay on Time
Your sales representatives are contractors and not payrolled employees, it is vital that you pay them on time. On-time payment ensures you respect their work and also motivates your sales representatives to work effectively once they pay their bills and handle other expenses without resorting to borrowing. Any form of late payments and your sales force might simply have to leave you and help grow your competition.
One great start is a paying a decent sales bonus – There is no better alternative to motivate a workforce and help them feel positive about continuing support with your firm and show more commitment. Late payments may also make your field sales representatives start looking for alternative work to make ends meet. After a while, its obvious some may decide that they prefer their second job and choose to leave your venture entirely.
If your sales workforce know what your company's objectives are and how they fit into those goals, the well is half dug. Any product knowledge and market positioning helps them to feel like they are part of the team.