How can I motivate my sales team in a tough economic climate?

by Di
(UK)

With the current economic climate we are under pressure to do more with less. Our targets which were already stretched now seem impossible, and they are demotivating people in the team.

I know the reality is that we need to keep sales coming in the business, and that the team could do more to contribute to this, but how do I get them to work to their targets when they aren't achieving? They don't think there is any point in trying to hit their targets because they are too high. I feel as though I am between the devil and the deep blue sea.

Any insights would really be appreciated.

Ann's Comments...
In these recessionary times, we all need to work smarter, not harder. Here are four suggestions that might help:

1) From what I have witnessed over the years, it is the businesses that have visionary managers that succeed in difficult times. If you are not doing this already, meet your team on a regular basis to discuss the current situation. You need to communicate your vision for the future to keep the team from getting discouraged. At the same time give feedback and praise for goal achievement (however modest)in the short term to keep them motivated.

2) Re-assess your customers needs in the current recession. Do you need to approach your sales and marketing from a different angle? Or introduce new product lines? Have you surveyed them recently to find out what they like/dislike about doing business with you? (Survey Monkey is a very useful online tool for this).

3) Have you considered finding new markets or customer types for your products to help you reach sales targets?

4) Are you investing in your team in terms of relevant learning and development activities, to keep them creative and motivated? Your people are your greatest asset, and like a plant, if you water them, they will grow! I was recently talking to a company that cut every budget apart from training - and was doing very well despite difficult times.

Hope these ideas give you something to think about. Has anyone else faced the same situation, that can share their views?