It's a truism, but it's more real than ever before: a lush salesperson is a bad salesperson. Period.<\/p>\n
We have seen teams that have fallen asleep after their first big success.<\/p>\n
Who have rested on their laurels.<\/p>\n
They thought they had made it.<\/p>\n
The awakening then came all the more violently.<\/p>\n
Within 6 months, they were back on the ground. Hungry competitors overtook them while they were still celebrating their successes.<\/p>\n
Successful entrepreneurs understand it only too well: satisfaction is the death of sales.<\/p>\n
But how do you keep your team hungry without burning them out? How do you make sure they stay fit for the next fight?<\/p>\n
\u2705 Create artificial scarcity
\nEven if the numbers are right, make sure that your team never has the feeling of having \u201earrived\u201c. Always set new, challenging goals. Not to torture, but to keep the hunting instinct alive.<\/p>\n
\u2705 Reward the process, not just the result
\nIf you only celebrate success, you breed gamblers. Reward the right activities, constant improvement and learning from mistakes. This keeps you motivated in the long term.<\/p>\n
\u2705 Rotate the challenges
\nMonotony makes you tired. Keep giving your best people new tasks, new markets, new target groups. Keep them mentally agile and curious.<\/p>\n
\u2705 Invest in their development
\nA salesperson who does not grow dies slowly. Make sure that your team is constantly learning new skills, trying out new techniques and gaining new perspectives. Growth is addictive.<\/p>\n
\u2705 Create healthy competition
\nNot against each other, but together against the market. Team successes that are rewarded individually. That welds us together and keeps everyone sharp.<\/p>\n
Over the last few decades, we have learned that a hungry sales force is no coincidence.<\/p>\n
It is the result of conscious leadership.<\/p>\n
You have to feed the hunger without burning out the team.<\/p>\n
You have to keep them fit without overtaxing them.<\/p>\n