Motivation your on-site team - HETT 2020

Motivation your on-site team

Motivating your team

If you want to improve the success of your on-site sales department, it’s time to make motivation a priority. Here are five tactics to boost the motivation of your salespeople.

1. Set goals

This one may be obvious, but it’s important. You need to give your salespeople a goal to reach. Without a goal, they won’t know what to aspire to or what constitutes success. Choose something achievable, but not easy.

Different salespeople are motivated in different ways. Work with each salesperson to find out what will work best for them. HETT 2019 Goals could include:

  • On-site lead generation – Scan XX potential new customers per day
  • Social Media follows – Encourage new followers through a competition
  • Business Card Capture – Incentivise staff to come up with a strategy to collect the most business cards

2. Focus on purpose

For on-site team leaders, it’s your job to keep salespeople engaged and fully supportive of your expo mission. Start by explaining what the team’s mission is for onsite and how each person can play their part.

3. Build Trust

The best way to build trust is to be as direct and straightforward as possible. Don’t try to hide things. If there is an issue going on, let your team know. (Equally, the HETT team will always do the same by keeping you in the loop of any event challenges).

When working with team members, focus on having a helping mindset. Try to solve problems and help your sales reps grow and improve. Above all, be sure to create a comfortable environment where everyone feels appreciated and engaged.

4. Create a culture of recognition

Your sales team want to be rewarded. Commissions are expected, so you need to push beyond that for your sales reps to truly feel recognized for their achievements.
Being away onsite at an event is a great opportunity to get the whole team together. One tactic you could implement is introducing a team dinner when a particular target is achieved.
This type of reward can help foster a collaborative and team-oriented mindset on-site which can be key for a successful event.

Other ideas to create a culture of recognition:

  • Give kudos to individuals at morning catch up team meetings
  • Award “most valuable player” at the end of the exhibition
  • Small awards and prizes that are aligned with what individual reps enjoy
  • Sending an email thanking them for a job well done for a small win

5. Get creative

Rewards don’t always have to be monetary. Sometimes you can have a little fun with your team.
Maybe you reward them by offering to do a task they don’t like. Or perhaps you pledge to shave your head (it doesn’t have to be this extreme) if your team reaches a certain goal. Maybe you can hold fun outings such as a trip to an escape room or a sports game. Think outside the box to get your team excited!

Don’t be afraid to get input from your team members, too. Be direct and ask them, “What would motivate you onsite at HETT?” You may be surprised at their answers. And remember, not everyone feels motivated by the same things. Be open to their input and try different tactics. You never know what might work.