Insurance sales can be a rewarding career, but with the constant pressure to overachieve previous performance, it’s common for salespeople to burn out. Your sales team is your customer base and you can lead by example. If you want them to treat their customers well and work effectively, you need to show them how it’s done. Here are four ways you can inspire your team to strive for excellence.
Show them that their work matters.
Sales is the revenue driver in any organization, but the sales team doesn’t always see the impact that it makes. Take the time to let them know the difference that they make to the company – the departments you add, the headcount you increase, the marketing initiatives they inspire – all because of the business they bring in. They may not realize how instrumental they are in your company’s growth.
Give frequent positive feedback.
Encouragement can keep people motivated. After facing daily rejection from prospects, a bit of positive reinforcement from management can go a long way. On the other hand, if a salesperson is underperforming, don’t hesitate to coach him on your expectations and what changes he needs to make to bring his performance up to par.
Create a positive environment.
Sales people need to be “on” all day. That requires your support. Create enthusiasm by recognizing both achievement and effort each day. But, excitement must be organic. If there are genuine problems in your organization, fix them– your revenue depends on it.
Pay attention to the physical environment . Is the area comfortable and well-lit? Do your people have the support and supplies they need to do their job? Sales people tend to dislike paperwork so, streamline their tasks so that they can focus on achieving their goals.
Get rid of the dead weight.
Make every effort to bring underachievers up to speed through training and development programs, but eventually the time may come to cut them loose. The same goes for an excellent sales person with a lousy attitude. Either one will poison the well and you’ll soon have an entire team that is not reaching their goals.
When you need to add to your insurance sales staff, partner with the insurance recruiters at Insurance Relief.™ We recruit only for insurance professionals, and can find you the right people faster than a general staffing firm. Contact our insurance staffing experts and tell us how we can help.