With the holidays here in full-swing, most sales managers are looking for ways to keep employees focused on the final goal of finishing the year strong. Many are also probably looking at their numbers and wondering what they could do better next year. Here are some brilliant tips to finish 2017 strong and start 2018 right.
1. Focus on the positives
While the end of the year is time for crunching numbers, reviewing performance and strategizing, it’s also critical to remember to focus on the positives. How well has your sales team performed? What were the biggest wins? How did you celebrate them? And most importantly, what’s your plan for moving forward next year to create a culture of achievement, recognition, and respect?
Top performers want to be part of a winning team… and building a winning team starts by building momentum around the success you have. So, while others are grumbling and complaining about their sales process, the quality of their leads and their inbound marketing strategy, it’s time for you to step up and celebrate the positive achievements that your teams have delivered this year.
2. Provide More Incentive to Customers
I know what you’re thinking: “But wait, I though this was about engaging my sales reps, not about customers.” Well, there is no better way to incentivize your sales reps than by providing them with some fantastic value to offer to customers and potential new clients during the holiday season.
’Tis the season for giving, right? This time of year provides an incredible opportunity for those companies who understand their value proposition and can leverage it to drive new customers and traffic with incredible deals. For instance, if you have a SaaS product maybe offer the first month of your software free or give some type of incentive rewards to your valued customers. This makes it easy for your sales reps to pass along the holiday cheer and gives them a little extra encouragement to look into the referrals list again with some new offers on hand.
3. Reward with Cash
At the end of the day, the people who work for you day in and day out are all trying to achieve the same thing: provide a little extra for the ones they love. During the holidays many folks are strapped for cash and wondering how they can afford the long Christmas wishlist so they don’t disappoint their loved ones.
Whether it’s increasing the commission percentage just a bit, making payouts quicker, or incentivizing with some extra cash, this is a surefire way to boost morale and engagement in the office. If you have any doubts, ask your employees and see what’s on their minds. Are there some gifts they’ve been saving for? Is there something you can do to make this time of year extra special for them? Pay it forward by giving them a little extra opportunity to bring smiles to the ones they love.
4. Decorate the office
Salespeople generally spend between 30–50% of their time at the office, which can be a huge drain on morale during the holiday season. So, show your people you care by bringing some holiday cheer to them. Even a little but goes a long way.
Turn on the holiday tunes, brew some warm coca, hang some stockings, hand out candy canes, share favorite Christmas stories, put a big Frosty the Snowman in the corner of the office, wrap the chairs in giftwrap, put bows on the windows, and do whatever it takes to bring your teams together.
If you show your people that you care about them and you’re invested in keeping them happy and motivated, it will go a long way. The holidays are the most amazing and wonderful time of year; why waste the fun? :D
5. Step up your holiday party game
The holiday party generally falls into two categories: 1) dry and boring but your’re kind of forced to go or 2) the event of the year that everyone looks forward to.
You don’t have to break the bank, but how you celebrate the holidays says a lot about your company and your attitude towards your employees. Gift exchanges, team building games, hilarious awards and a fun look back on the year are a few great ideas for getting the party started. Don’t forget to add in good food, plenty of drinks and lots of dancing.
Our holiday party this year involved a trip to a spa hotel, an amazing dinner buffet and tons of fun games that looked back on the year and celebrated our successes. We didn’t hit all of our milestones, but we definitely stuck to our game plan, made some huge improvements and focused on driving value to our customers. So, at the end of the year, we sat back and celebrated a year of success. The holiday party is something we all look forward to and it’s something that serves as a foundation of our company culture.
6. Make it a year-round event
You don’t have to wait until the holidays to show your employees how much you appreciate them. Success should be celebrated at every opportunity. Show your employees how much you appreciate their performance and contributions by throwing parties throughout the year, running fun sales contests, and creating opportunities to spice things up wherever possible.
Whether it’s Christmas in July, funny summer celebrations, Easter egg hunts, taco Tuesdays, or whatever else you can come up with, there’s always a reason to celebrate your employees and if you do it right, you will benefit from incredible company culture, higher activity and better accomplishment on KPIs.
Happy employees are more engaged, motivated and focused on accomplishing team goals. We can’t stress enough the impact that just saying “thanks” or “good job” can have on overall performance. So, whether you’re closing this year out above expectations or below, we hope these tips will help keep you motivated and will inspire you to continue creating the sales force of your dreams. 2017 is going to be a great year!!!
From all of us to all of you, happy holidays!!!