Are you celebrating each sale your team brings in? If not, you're missing an opportunity to motivate your sales team to even greater achievements. In the past, sales managers installed an actual bell in their department. Each time a sale was made made, the manager rang the bell to celebrate and ensure that every team member knew.
Sales people are competitive by nature. Ringing a bell in their honor is a challenge worth striving for. Consider adding a little friendly competition (and motivation) to your team by ringing a bell. Okay, it doesn't need to be an actual bell, but it does need to celebrate the win.
You might consider ringing the bell through a team broadcast email, group text or slack. If you're in an office setting, an actual bell might be appropriate. Whether you opt for a literal or figurative bell, here are five reasons why ringing the bell is essential for your sales team's motivation.
Create a Strong Sales Culture
The culture of an office or department defines the group's goals and priorities. You know your priority is sales, but it's always beneficial to reinforce that in your culture. By celebrating every sale with a ringing of the bell, you put a unique spin on your own sales culture. A stronger sales culture drives your team to make more sales and to become more proactive.
A stronger sales culture can be achieved in a variety of ways, including bonuses, weekly and monthly goals, and supporting and strengthening the sales team. By adding a ringing of the bell, you strengthen the team without spending a lot of money or energy. Even without a monetary bonus attached, people like to be acknowledged for their accomplishments. It inspires both the recognized individual and those around them to work harder. A strong sales culture translates into increased profit and growth.
Drive Individual and Team Performance
It doesn't cost anything to ring the bell for an employee, unless you pay to have a bell installed in your department. Even then, it isn't that much. However, you get so much goodwill in exchange for this small act of recognition. While you might be considering a large and expensive reward system for your sales team, starting with t-shirts and ending with a trip, you can save money and create positive energy and momentum by simply ringing the bell.
You like to be recognized for a job well done and so does your sales team. As you ring the bell and recognize one salesperson, the others will see this recognition and strive harder to earn it for themselves. This small act can help drive the improved performance of your entire staff with very little effort or expense on your part. Isn't that the goal?
Show Your Sales Team that Their Efforts are Valued
Even in small companies, it can be hard for an individual employee or team to know that they are valued and appreciated by those above them. Your sales team works hard, and many of them probably wonder if anyone ever notices. Ringing the bell shows immediately that you and the company value and appreciate their efforts.
While blasting an email, ringing a bell or shouting out on a group text might seem like a small, easy-to-do thing, one of your salespeople might really need to feel appreciated and valued. You want all your sales staff to feel this way because this feeling fuels their abilities to go out and make more sales. People who feel valued are more productive and successful than those who feel marginalized within a company of any size.
Create a Sense of Self-Worth
Yes, everyone would like to believe what others think of them isn't that important, but it's typically not the case. Sales teams flourish under compliments and other recognition of their hard work. This is because it helps create a sense of self-worth. You spend a lot of time at work. In many ways, your job helps define who you are as a person.
When someone recognizes that you're doing a good job and celebrates your successes, it helps to raise your confidence and self-worth. As a team leader or department manager, your opinion matters to your sales team, and a little recognition and bell ringing can be a wonderful and positive thing.
It might seem a little awkward when you first start recognizing every sale. Over time, however, you'll really begin to enjoy celebrating with your sales team. Helping someone else feel better about themselves is a reward that you can enjoy too. You can also watch as that person becomes more confident and productive.
Allow Momentum to Generate More Momentum
When someone makes a sale, it shows that the team has built up some momentum. By ringing the bell, you encourage your sales staff to use its current momentum to create more. You want your team to be similar to a ball rolling down a hill, picking up speed as it goes.
Momentum drives sales and makes your team successful. You don't want to do anything that might halt or slow the momentum. By recognizing and praising success, it encourages your staff to continue working hard for their next sales.
As a manager, you're always looking for ways to motivate your sales force and increase profits. You may need to go old school and begin ringing the bell to motivate your team. Show them they're appreciated, and help build momentum. You can send an email blast or group text so each member of your team knows about a sale and understands that you and the company appreciate their hard work. A little "Woo-Hoo" can go a long way!
For more tips, tricks and insights on videoconferencing and the evolving sales environment, sign up for our newsletter or visit our website for webinars and other valuable business resources.
A cautionary tale for sales managers
In 1818, Mary Shelley wrote Frankenstein, the tale of a young scientist who searches for the secret of life through the creation of a cobbled-together monster. Are you similarly building a monstrosity of a sales team through alchemic and irresponsible means?!?!
Let’s hope not. But if you are, don’t fear. You can shift things around.
All too often our sales organizations take on lives of their own and can run amok if we don’t plan and proceed with proper awareness. Frankenstein’s monster was created without a meaningful plan. He was born out of excitement and the pursuit of knowledge, but his vision wasn’t fully considered.
If you feel like your sales team is a Frankenstein, bolted together and not acting the way you’d hoped, it’s ok. Unlike the mad scientist, you can fix it!
Your sales team is not a monster. You might perceive it to be jury-rigged and inoperable, but most likely it just needs proper guidance and a slight adjustment. Remember that you are a leader and not a mad scientist! You and your team already have the skills needed to stop scaring the villagers.
If you’re frustrated about the actions (or lack of actions) that your team is taking, and if the results you want aren’t getting procured, hit the reset button. You’re the leader. Act like one. Bring the team together and discuss what you’re unhappy about, what you’re observing. Do it in a positive and constructive way. Set a clear agenda and ask your team to come prepared to have a thoughtful conversation about improving the sales organization as a whole.
There is great importance in moving towards solutions and not resting in negativity. It’s about walking the talk. If you believe in and are fostering constructive values, then your team needs to witness these values in your actions. If you ask your team not to dwell on their mistakes and to move forward with positivity, then show them how together you can all achieve solutions in an optimistic and forward thinking way.
The idea behind creating Frankenstein’s monster was awesome. The scientist wanted to discover the secret of life! Your motivation as the sales manager is happily not so grand, but perhaps your sales team sees you more as a mad scientist than an intentional designer.
Are you trying to create success, but horrified by the results your team is having? Ask yourself if you consistently introduce different strategies without a plan. Stop grasping for random parts to achieve your solution. Hiring a sales trainer, finding an SEO master, handing out the latest sales book - this grab bag incohesive approach lacks intention. The larger result you’re seeking will continue to elude you unless you and your team follow a blueprint.
But you can’t create a plan if you don't know the outcome that you want. Get the team to agree on the result, then ask the team to co-create the plan. By doing this you have a better chance of aligning everyone and having their actions and experiences contribute to the overall success.
It will be alright. We all get caught up in the moment, and we want our sales teams to be amazing. However they can’t succeed without clear direction and objectives. We must consider the outcome of any creation, whether new life built from stolen body parts or a well-assembled sales team.
A good sales team is devised of smart, reliable and creative individuals who must be given the chance to succeed. Invite them into the conversation, respect them for their ideas and give them the opportunity to grow and contribute.
Here’s a fun fact that popular culture overlooks: in the actual book, Frankenstein’s monster was born intelligent and articulate, capable of great things; but without good leadership and collaboration he becomes self-taught, fearful and unpredictable. Be sure to not act too independently, or else your sales team may become a wild creature roaming around without purpose or understanding!
I encourage you to meet with each member of your sales team individually and simply ask them, “How would you improve the sales organization? How would you create revenue?” They will probably have brilliant ideas.
If you feel that your sales department is Frankenstein’s monster, in actuality it’s probably not. You have a team with all the proper parts and the ability to evolve, because you are not the mad scientist and they are not monstrous! You can create a smart, functioning and creative team that feels built more upon the mind of Einstein than Frankenstein. Let’s get them going…
I’m Karl Becker and I help individuals and organizations improve how they sell. My focus is on clear, concise, actionable solutions.
In short, I'll show you how to increase performance and generate more revenue.
This blog shares approaches, tools, and ideas that I have seen create success.
If you’re interested in discussing anything, please reach out.