You’ve been tasked with planning an event for your organization. Maybe it’s the first event you’ve ever planned and you want to prove yourself to upper management. Or perhaps, you’ve been doing this for years but there’s something extra special about this conference. Either way, you want to make sure that the event is unforgettable and that your attendees walk away with excitement in their eyes and a “wow!” on their lips.

You’ve already considered the date, the venue, and the theme, and now it’s time to find the perfect keynote speaker to kick off your event and motivate your audience. They’ll have to be entertaining and you’ll still want your audience to walk away with content they can put into action once they get back to work. With a strict budget in place, the question on your mind now is, “How much is this going to cost us?”

Looking for an electrifying keynote speaker for your next event?
Contact Marvelless Mark for an unforgettable experience!

How Much Does a Keynote Speaker Cost?

Before we discuss how much a keynote speaker costs, let’s discuss the value they bring to your event. A motivational speaker sets the tone for your event whether it’s just an afternoon away from the office or a multi-day conference designed to set up success for the next year. They will engage your audience, get them excited about the upcoming program, and motivate them to take action once they’ve left the event. Six months, 1 year, or 10 years after your event, attendees won’t remember the food you served (unless it caused an outbreak of food poisoning), but they will remember a great keynote speaker.

It would be wonderful if there was a standard fee you could expect to pay for a keynote speaker, but this doesn’t exist within the speaking industry. While there are certain (approximate) tiers for speaker cost, there are a variety of factors that affect how much a speaker charges and how much wiggle room you have for negotiation. Keep in mind that your budget should always be a primary concern when selecting a speaker and this is one area in which you should never skimp. Chances are, you can find a quality speaker within your budget, or offer up other benefits to negotiate with a speaker in a slightly higher price bracket than you can afford.

Related: What Are the Benefits of Hiring a Motivational Speaker?

Factors That Affect Standard Speaking Fees 

So what factors determine how much a keynote speaker charges and what can you do to attract the best on a better budget? Here are several questions that will impact the cost: 

Are they an experienced keynote speaker? 

If they are just starting out, they’ll command a much smaller fee than someone who has been keynoting for 30-40 years.

Are they experienced in their industry?

While they may be new to speaking, they may be a true expert in their field with years of experience, books written, and a sizable platform.

Do they have to travel? 

Keynote speaking requires a lot of travel and many speakers are willing to offer their services for less if they get to sleep in their own bed at night. 

Will they be selling anything during their program? 

Are you providing them with the opportunity, the audience, and the time and space to sell their product or service at the event? If so, they may be willing to charge less since they’ll be making up for it in sales. 

Will you pay in full up front? 

Some speakers are willing to discount their price if you send them a check for the full amount at the time of booking. 

What type of organization are you? 

Many speakers will offer a nonprofit discount for smaller nonprofit organizations.

How big is the event?

Some speakers will charge based on the size of the audience with smaller audiences commanding a smaller fee and larger audiences costing more.

Are you offering any other perks?

Depending on the type of gig, a speaker may charge less if:

  • It’s an audience they want to get in front of
  • You’ll provide professional video
  • You’ll give them a testimonial and good referrals for future speaking engagements
  • They were planning to attend the conference anyway
  • And more…

Related: What Makes a Good Keynote Speaker?

What Is a Typical Speaker Fee?

Now that you understand what factors can affect pricing for a keynote speakers, let’s look at some of the common tiers within the industry: 

Free or for Travel Expenses Only: 

This may apply to a new speaker with little to no experience or someone who expects to make more during their program through the sale of their products or services. If they are the latter, they’ll likely only accept this option if they are in front of their ideal client who has the need and ability to buy from them. 

$500 – $5,000: 

You’ll attract newer speakers within this range and can expect to pay a fee within this tier for a small to medium-sized conference.

$5,000- $10,000: 

This is the fee for speakers who have given many keynote speeches and worked in the industry for many years.

$10,000-$20,000: 

If you’re planning a major conference, you should expect to be shelling out a fee in this range. You’ll be looking at superb professional speakers who are no stranger to keynoting large conferences.

$20,000 – $50,000: 

In this range, you’ll find motivational speakers in the top rung of their industry all the way up to celebrities like actors, musicians, and sports stars.

$50,000+: 

If you’re looking to bring in a current or ex-president, or someone like Richard Branson, you should expect to pay top dollar. 

Remember, the keynote speaker and the message they share is one of the most (if not the most) important aspects of your event. While all the other details will factor in to an unforgettable conference, it’s most important to find a quality keynote speaker who will communicate what you hope to communicate. Your speaker should energize and engage your audience, and motivate them to be the business rock stars you want them to be. This will ensure that your audience leaves feeling like they can take on the world and take your business to new heights.

A few years ago, I was working a gig in Minneapolis when the client treated my wife, Jana, and I to a VIP tour of Prince’s Paisley Park. While I’ve always touched on Prince during my Opportunity Rocks Experiential Keynote Presentation, after this tour, I could easily create an entire speech based on him. Prince’s dedication, passion and commitment to his craft can teach us all how to run a successful business.

Want to bring out the inner rock star of each person on your team?
Contact Marvelless Mark for a team building experience like no other!

What Your Business Can Learn About Productivity from Prince

Here are five lessons you can learn from Prince to become a business rockstar.

Stay Focused

One of the first things you notice when you visit Paisley Park is that there are very few windows. No, Prince didn’t hate the outdoors. He just knew the importance of focus when there’s a job to be done. If he knew what time of day or night it was, he was afraid he’d be tempted to take a break. There were no clocks to disrupt his creativity and sometimes he’d play for hours or even days without a break. 

Are you watching the clock waiting for the business day to end or do you get so wrapped up in your business (because you’re so passionate) that you can work until all hours of the night without losing interest?

Take Pride in Your Finished Product

Prince was self-taught and obsessive about getting it right. He recorded his vocals from inside the studio’s mixing room instead of in the studio. This way, he could adjust and mix his own vocals. He also had a whole movie studio where he recorded much of Purple Rain, Under the Cherry Moon, and Graffiti Bridge. These studios gave him total creative control over his music and his movies so he could be proud of the finished product he put into the world.

Do you skimp on time or money with your products or services? Or, do you do everything in your power (including working with the right vendors or trusting your team) to ensure that your customers get exactly what you intended?

Related: How to Change a Negative Work Culture For the Better

Make It All About Your Customers

Prince loved his city and he loved his fans. Oftentimes, he’d invite anyone who wanted to come for a party. There was always entertainment, food, and something to do at Paisley Park. After a long day of practicing or performing, he’d often show up around 3 am because he knew how important it was to connect with and honor his raving fans.

Do you treat your customers like an inconvenience or like beloved fans?

Overcome Every Obstacle

During his legendary performance at Super Bowl XLI in the pouring rain, the producer asked, “Do you want to cancel? Is there anything we can do for you?”

Prince’s response… “Can you make it rain harder?”

No matter what problems he faced, Prince rose above them to bring his fans what they wanted and deserved.

Do you see challenges in your business as insurmountable roadblocks or do you welcome them as opportunities for growth?

Commit to Becoming a Master of Your Craft

Prince had separate video editing and viewing rooms with multiple monitors and camera angles. During practices and video recordings, he and the band would review their performances, choreography, stage presence and music. No matter how big he got, he always wanted to get better.

Have you plateaued with your skills and your business or are you constantly learning and perfecting your craft?

When Eric Clapton was asked many years ago what it’s like being the greatest living guitar player, his response was, “I don’t know… ask Prince.” Prince became the powerhouse he was because he had a rockstar mindset. If you want to succeed in business, take a page out of Prince’s book. Stay focused, take pride in your finished product, make it all about your customers, overcome every challenge, and commit to becoming a master of your craft. When you do that, you’ll live on in your fans’ minds long after you’re gone.

“Take care of each other and make sure you always dance.” – Prince 

Sales meetings are important for your teams, yet your salespeople usually dread them. Why? Because when meetings are bland, redundant, and unfocused, your team will resent them (and you). After all, they’d rather be out selling than sitting around a conference table and they can’t wait to get out of that room.

Now imagine a sales meeting that has your team so fired up, they can’t wait to get out of the room… for a very different reason. They’re not bored. On the contrary, they are excited to put what you’ve taught them into practice and blow their goals out of the water. 

Doesn’t that sound better? 

There’s an art to hosting successful sales meetings that your team members will look forward to. You’ll need to be concise, look to the future rather than rehashing the past, and most importantly, you need to provide value. Otherwise, you’re just wasting your team’s time. 

How do you create a sales meeting that rocks? Read on for some tips to make your meetings unforgettable (in a good way). 

Want to electrify your sales team during your next event?
Contact Marvelless Mark for an experiential motivational speaker!

How Do You Have a Successful Sales Meeting?

There are some specific rules you should follow to ensure that your sales meetings are as productive as possible. 

Identify the purpose

Before you schedule a meeting and plan the agenda, figure out what you want to accomplish with this time. Are you teaching your employees something new? Brainstorming new ideas for a product launch? Perhaps you’re congratulating your team on a job well done and motivating them to reach new heights. No matter what your intention, make sure that you have a clear goal in mind for the time you’ll spend together. 

Determine if you actually need a meeting

You’d think this goes without saying, but in many offices, meetings are something you have because you “should” have them, not because you actually “need” one. Before calling a meeting, figure out if you actually need to interrupt everyone’s day or if this is something that could be handled with a quick email or a walk over to one or two specific employee’s offices.

Create an agenda and send it out ahead of time

If employees have the opportunity to review an agenda before stepping into the meeting room, they’ll be able to prepare whatever information you need and any questions they might have. Additionally, they’ll understand the flow of the meeting and what will be covered and will also know how long to block out of their day.

Provide educational or motivational value

Even if your meeting isn’t specifically focused on education, you’ll want to provide something that will help them increase their sales. That way, even if you do have to cover something that perhaps doesn’t pertain to everyone in the room, they’ll still walk away feeling as if they’ve learned something that will make them better at their jobs.

Make it interactive

No one wants to be lectured to. Create a format for your meetings that encourages participation from everyone in the room and gives them the opportunity to voice their questions, concerns, and ideas. Keep in mind that when you do this, you’ll also need a way to get people back on track if they start to derail the meeting. Consider a “Parking Lot” where you can write down ideas that need to be revisited at another time or place. That way, employees feel heard yet you don’t lose control of your meeting.

Related: The Best Sales Kickoff Ever in 9 Steps

How Do You Motivate Your Sales Team in a Meeting?

If you’re looking to motivate your sales team during meetings, there are a few aspects you should include (or exclude) each time you meet.

Introductions

There’s a good chance that your team has been working together for a while, however, if a new person happens to join the crew, you’ll need to allow for short introductions. Give each person 20-30 seconds to say their name and something interesting about themselves like “if you could only listen to one album for the rest of your life, what would it be?”

A quick recap of how they’re doing

Emphasis on the “quick.” If the team is doing well, celebrate the win. If the team could be doing better, identify where the challenges are and find a way to support them towards their goals. Always keep it positive, no matter how they’re doing. Screaming at your team and threatening their jobs is not a motivational technique and it will just end with them losing respect for you.

Create space for team members to provide positive feedback on one another

While it’s great for you to tell your salespeople how they’re doing, getting a “thank you” from their fellow employees will go a long way to motivating them. Perhaps they helped out another salesperson with a deal or provided support in some way. Give them time to share. 

If there is a weak link, talk to them outside of the meeting

As you review your goals during the month, you may identify one or two employees that are really struggling to meet their goals. Rather than calling them out in the meeting and embarrassing them, speak to them privately and arrange for a more successful salesperson to act as a mentor. 

11 Motivational Sales Meetings Ideas to Fire Up Your Team

Once you’ve gathered your team together, created a structure, and identified your reason for holding the meeting, how do you keep their attention and motivate them to be the sales rockstars you know they are capable of?

1. Make it about them

Yes, ultimately your salespeople work for you and should have the best interests of the company at heart. However, if you don’t give them a reason to care about the company and the products, they won’t be motivated and they won’t be loyal. 

2. Address common objections they face

Chances are, your salespeople all hear similar objections as they go through their sales days. Brainstorm a way to overcome these objections with their sales pitch or identify if there really is a challenge with the product that needs to be addressed.

3. Provide training for new products

When a new product or service is released, make sure that your sales people have the knowledge and experience necessary to sell it. Provide demos, allow them to test out the product for themselves, and teach them all of the features so they aren’t left staring like a deer in headlights when potential customers have questions.

4. Teach new skills

Perhaps the product has changed and your salespeople may need a refresher course on the basics of selling. Or perhaps there’s a new technique that you can show them to improve their closing rate.

5. Answer questions

Keep an open floor for sales people to ask questions about products, commissions, challenges, etc. 

6. Share best practices

You may not have all the answers, but other people in the room might. Ask the more successful salespeople to share their best practices and what they’ve done to get where they are.

7. Identify their differentiating factor

What makes your product different than others on the market? What about your company? What about your salespeople? Help each employee figure out what it is that makes them different so they can stand out above the crowd. 

8. Create your ideal customer avatars

Perhaps you have one specific “ideal customer” for all of your products and your people, or maybe they would each resonate with a different type of customer. Find out who your employees would like to target with their sales and help them clarify how and where to find them.

9. Identify roadblocks and uncover solutions

Once again, the answers to improving your sales may be in the room. Allow salespeople to voice their concerns and brainstorm solutions with the group.

10. Provide customer feedback

Good or bad, testimonials and reviews can provide a font of information for your team members. Read them aloud and congratulate employees when it’s appropriate. When it’s not, see the complaint as an opportunity to improve.

11. End the meeting with positivity

Even if your team isn’t producing the way you hoped, leave the meeting on a high note. If they exit the room with their tails between their legs, they won’t be motivated to do better. If you give your sales team hope and leave them excited, their performance will likely improve. 

Sales meetings are incredibly important, but be careful about falling into a meeting rut that has your employees nodding off in their chairs. Make your meetings purposeful, succinct, and valuable for employees and you’ll inspire their inner sales rockstars!

Work events happen. Maybe your company has its annual team building retreat, or a favorite organization is hosting a benefit for a charitable cause. Whatever the situation, you have been designated to find that special keynote speaker to spark interest or motivation to the audience. Here are some guidelines to help you in your search for a definitive keynote speaker; one you hope will truly inform, entertain and inspire your audience to action.

Want a keynote speaker that will truly rock your audience?
Get Marvelless Mark to bring his experiential motivational speaking to your next event!

What is the Purpose of a Keynote Speaker?

Usually, when a manager books a keynote speaker for an event, there is an underlying motivation, beyond filling a spot for a speaking engagement or providing basic entertainment. A good keynote speaker serves to bring professionals together under a common company theme, motivating them, while presenting a sense of a networking community.

A thoughtful and experienced keynote speaker can be quite beneficial to a company event. When you provide the speaker with the topic and desired outcome, the result can provide the audience with a sense of ownership and community. Keynote speakers can:

  • Improve employee morale
  • Be a neutral voice on a company topic
  • Reintroduce and reinforce company policies and values

Related: What are the Benefits of a Keynote Speaker?

What are the Traits of a Good Keynote Speaker?

While the reasons you may want to book a keynote speaker are endless, you want the end result to be positive, successful and satisfying for both you and the audience. What exactly are the traits of a good keynote speaker? Here are seven traits that can help you identify a good keynote speaker.

1. Use appropriate, humorous anecdotes

It can be difficult to keep the attention of an audience at the best of times. A good keynote speaker can spice up a speech with real life anecdotes that are relevant and connect to the speech’s message. Well-placed humor, sprinkled lightly throughout the content, is well-received if presented tastefully.

2. Stay true to the nature of the speech

A good keynote speaker will not deviate from the message. Sometimes speakers will slip in shameless self-promotion of their products or availability. A professional, reliable speaker would not feel the need to give in to that temptation. Their delivery is testament enough of his or her vocation.

3. Keep the audience in mind

When delivering the speech, does the speaker convey the message in such a way as to elicit a response from the audience? Does the keynote speaker end the speech leaving the audience with thoughts to ponder? Does it motivate them in such a way as to answer the call to action appropriately?

4. Limit the use of props

The most effective key-note speakers follow the KISS principle. That is, they keep the content and supporting visuals as simple as possible. Nothing kills a presentation more than having a power point presentation of 30 slides accompany a 30-minute speech. Maybe 10 slides would have been better, with the speaking part only 20 minutes.

5. Make valid, real life connections

No one wants to hear boring, statistical redundancies in a presentation. The key-note speaker should research the intended audience and have the appropriate experience or credentials to weave in real life stories within the speech’s main body. If possible, these should come from within the company’s own staff or networking community. This would provide familiarity and promote ownership.

6. Keep moving along with appropriate pacing

A good keynote speaker should present a copy of the speech for you to review. Note the pacing of the story. When delivering the speech, the speaker will know when to pause appropriately and when to ‘speed it up’ based on audience reaction.

7. Deliver the goods with a call to action

The main reason a key-note speaker delivers a speech is to prompt the audience into responding to the message’s call to action. What that call to action looks like should be determined by you and the keynote speaker before the speech has been finalized. 

It could be something as simple as participating in a Q and A segment of the presentation, whether during or post. Or, it might include participating in a company survey. It all depends on when and how the key-note speaker elicits an emotive response.

What Makes a Good Keynote Presentation?

A good keynote speaker is only as good as their speech. With so many types of speeches, what separates the good content from the ineffective? Here are some ideas to consider.

The audience is taken along on a journey

Nothing bores an audience more than a bunch of statistics. To be taken on a journey means one must have an identifiable beginning, middle and end, much like a story. Words should flow, not only with the pertinent message, but should also strike a chord within the audience.

Begin with the ending in mind

It has been said that a good story is one that if you start reading the first sentence of the first page and next read the last sentence of the final paragraph, and it makes sense, it is a well drafted tale. Much can be said the same of a speech.

 A well drafted speech should begin and end with a call to action. If presented with humor and feeling, the audience will make a connection and become motivated enough to follow through.

Make the speech available on multiple platforms

 Just as there are diverse learners with multiple learning styles, the presentation should be available on multiple platforms. Some of the various venues include webinar video and audio recordings, .pdf files, flip look-book with powerpoint slides, and downloadable formats to smartphones and android devices.

How Long Should a Keynote Speech Be?

Keynote speakers will be allotted a specific amount of time in which to give their presentation. Too long, and the presenter runs the risk of losing the audience. Too short, and the audience may not find value or relevance in the content. So where is the happy medium?

Thirty minutes from first word to last action. Let the first 5 minutes be a warm up and an ice breaker. The total time for the speaking part of the speech should be no more than 20 minutes. The last 5 minutes should anchor the message and deliver a satisfying conclusion.

Keynote speakers are as numerous as sand on a beach. Good keynote speakers understand the message you want to impart, stay on topic and do their best to deliver relevant, thoughtful and emotive content. In short, a good, effective keynote speaker delivers the goods.

You’ve never expected work to be perfect. You understand that with deadlines to meet, quotas to reach, reports to write, and different personalities to deal with, the office won’t be a magical place all the time. However, lately you’ve been noticing some really unpleasant interactions at work, your sales numbers are down, and you may have just witnessed an employee scoffing at the Company Culture plaque in the hallway.

You know something’s wrong, you’re just not entirely sure what the problem is. And without understanding the problem, you won’t be able to fix it. You know it won’t get better if you don’t address it. So how do you improve the situation?

Looking for a way to improve your organization’s work culture?
Contact Marvelless Mark today for an experiential motivational speaker.

Signs a Workplace Is Toxic

You’ve heard the term “Toxic Workplace Environment” before and you’re concerned that this might be what’s affecting your team. If you’re noticing any of the following signs amongst your employees, you might have found the problem.

  • High Turnover – While there’s always some employee attrition, frequent turnover can signal a problem.
  • Frequent Sick Days – Everyone gets a stomach bug occasionally and mental health days can help employees be more productive, but if they are constantly calling in sick, there may be a bigger issue.
  • Looks of Dread – You can’t make everyone happy all the time, but if your employees have a hollow, hopeless look to them day in and day out, something is wrong.
  • Poor (or No) Communication – You’ve attempted to keep an open door, but lately, employees aren’t stopping by to talk as much as they used to. And when you approach them, they aren’t eager to share.
  • Whispering – Employees will always talk to one another, but if you’re noticing high school-esque cliques developing and hearing whispering by the water cooler and rumors in the break room, there’s a problem brewing.

What Causes a Toxic Work Environment?

While you may want to place blame for the current situation on your employees, your higher-ups, or even on yourself, a toxic work environment can begin at any level of an organization. One thing is for sure… it spreads quickly.

There are several factors that can play into this type of environment or culture. We’ll begin with problems at the managerial level and then work into employee-driven toxicity.

Toxicity from Leadership

 1. Leadership hasn’t taken the time to identify and communicate the company’s core values.

These values are what guide your decisions and your employees’ behaviors. If you don’t take the time to outline how you want employees to behave, and you haven’t then shared this information with them, they won’t have the guideposts necessary to act in the proper way.

2. Leadership isn’t exhibiting the company’s core values.

Remember the old saying “Do as I say, not as I do”? Today’s employees do not subscribe to this outdated way of thinking. Management at every level must behave in the manner they expect their employees to behave in. If they don’t, those core values are nothing more than wall decor.

3. Management refuses to adapt.

Technology changes, industries change, and employees change. If managers dig their heels in and refuse to change with the times, resentment will build and breed a toxic culture.

4. Management treats employees as disposable.

If an employee doesn’t feel valued or appreciated, and even more so if they are repeatedly told that “people are waiting to take your job,” they’ll develop an antagonistic relationship with leadership and be unwilling to perform their best.

5. Management refuses to invest in their employees.

When good talent isn’t given the opportunity to grow and move up, they react in one of two ways. Either they run to the next opportunity, or they stay in their current position but become resentful, angry, and brooding.

6. Leaders aren’t communicating with employees.

It’s disheartening to do a job for weeks, months, or even years, without any feedback. Employees need to be met with on a regular basis to check in on their performance and goals, and to create a plan for growth within the company. If they aren’t doing something correctly, the sooner it can be addressed, the less likely it is of becoming an issue later on.

Toxicity from Employees

7. They feel “passed over.”

Not every employee is deserving of a raise or promotion. However, if they don’t understand (or aren’t told) why they weren’t promoted, they’ll be angry and mistrusting. After all, why work hard when they could just be passed over again?

8. They fight change.

Change can be difficult to accept, and while it is management’s job to prepare employees for any major changes, some employees just find it difficult to adapt to new situations. Some can be helped through these transitions while others will never adapt. 

9. They weren’t trained properly.

Most employees want to do a good job. However, onboarding procedures and training often leaves much to be desired. An employee that hasn’t been properly trained to do their job will feel anxious, self-conscious, and eventually, resentful of the organization as a whole.

10. They aren’t right for the role or the organization.

Hiring the right talent is an art. And no matter how well your company has mastered the process, every once in awhile, someone is bound to slip through the cracks. If one of your employees is the source of the workplace toxicity, you’ll need to reevaluate if they would be happier and more productive in another role within the company using different skills, or if they don’t exhibit your organization’s core values (regardless of what role they play) and will need to be let go.

Related: Stuck in a Rut: How to Break a Sales Slump

How to Change a Negative Work Environment?

While you may be working in (or even fostering) a negative or toxic work environment, there is hope. With the right changes, you should be able to turn the culture around and restore a positive, productive work environment.

1. Figure out the problem

As you’ve seen, there can be many causes of toxicity in the office. Identifying the problem (or problem employee) will help you deal with the issue as quickly and painlessly as possible.

2. Take responsibility

Whether the problem resides in management or elsewhere, accepting responsibility will allow you to make the necessary changes. If you actually address the problem with your staff and apologize for your role in it, your employees will appreciate your honesty and be more likely to accept their own responsibility in the situation.

3. Right the wrongs.

If core values have not been established, take the time to identify them. If they have not been communicated, share them with your staff. If employees haven’t been properly trained, arrange the training they need. If they haven’t been encouraged or appreciated, correct the situation. You can’t change the past but you can create a new future.

4. Open the lines of communication. 

If you haven’t already, reach out to your employees. Provide a safe space for them to voice their challenges without fear of judgment or losing their jobs. And don’t just listen to their opinions, actually take them to heart. When they’ve had a chance to share what’s bothering them, turn the conversation to different ways you can turn the environment around as a team. You may be surprised by the practical ideas that come from your employees when they are given the opportunity to brainstorm and become a part of the solution. 

5. Reestablish trust and teamwork.

As you go about fixing the challenges facing your team or organization, you’ll need to change the way employees relate to one another and to management. A motivational speaker and teambuilding expert can take your employees through exercises designed to improve relationships and create new connections. For an experiential training that will keep employees engaged (not to mention having a blast), consider hiring Marvelless Mark Kamp to teach your employees to play like a band rather than solo artists.

Related: What Are the Benefits of Hiring a Motivational Speaker?

A toxic work environment can be created by many different factors, however, the outcomes are always the same: disheartened employees, higher turnover and costs, decreased sales, and poor attitudes poisoning workplace culture. Thankfully, it’s not too late to turn the situation around. By applying the techniques mentioned above, you can help restore a peaceful, positive environment to your organization and ensure that your employees are happy, productive, and selling like rock stars.

You’ve just run the numbers, and much to your dismay, they aren’t looking great.

You have a wonderful sales team working with you, yet you haven’t hit your monthly sales goals for a few months now, and upper management is starting to take notice. If you continue down this road, you’re afraid that one of three things will happen: you’ll be forced to let some of your salespeople go, you’ll have to hire more salespeople which will make it more difficult for your existing team members, or upper management will decide that you are the problem and you’ll have to find a new job. 

All of these potential outcomes fill you with fear. You love your job and your team members, and you don’t want that to change. You’ve already considered the possibility that the problem is due to the economy. Or maybe, sales are down because a new company has come on the scene and they are causing a disruption in the market. Perhaps, your fulfillment team isn’t living up to the promises you’re making to new customers? 

You’ve considered all of these possibilities, but when it comes down to it, it doesn’t really matter why it’s happening. All that matters is that you accept it and fix it before the situation gets worse. 

Want to unlock your sales team’s full potential?
Contact Marvelless Mark to book an inspiring experiential motivational speaker.

What to Do When Your Sales Numbers Are Down

When your sales numbers are done, you may find yourself having one of several reactions.

  • You panic
  • You place blame
  • You get angry and threaten your staff 

The first thing you need to do is… fight all of those reactions. While they are all natural, they aren’t the least bit productive. Panic will only serve to lessen your ability to think clearly and creatively. Placing blame on your staff will make them feel terrible about themselves and their abilities (and won’t improve their chances of success), and getting angry and threatening your team? Well, that just causes them to resent you and run for another opportunity if it presents itself. 

A better plan is to stay calm, focus on solutions, and treat your staff like a unified front – a strong team that will work together to make things better. How? Here are a few strategies to help:

Review your goals.

When was the last time you sat down with your team to discuss their individual and team goals? Knowing where you’re going and having a clear plan to get there will help your salespeople stay focused and put in the extra effort needed to raise your numbers. 

Discuss challenges as a group and then one-on-one.

Often times, when people are at a low point, they want to avoid vulnerability and look better than they’re actually doing. Unfortunately, covering up weaknesses will only serve to make them worse. Instead, you want to lean into the vulnerability. Hold a meeting and share with your team what’s going on. Explain the situation and be honest about what will happen if things don’t improve. Not in a “sky is falling” kind of way, but rather to empower employees to change the course of their future. 

Allow your employees to speak freely about the challenges they are experiencing and the factors they believe are causing them. Brainstorm solutions, and ask employees to support one another through this process. 

While it’s important to gather as a group, you’ll also want to meet with each of your sales team one-on-one. Some of them may be experiencing issues in their personal lives that they aren’t comfortable sharing with the group. Work with each person to identify challenges and create a game plan to get them back on track. 

Provide training to fill in the gaps.

Sometimes, a lack of sales success is due to weaknesses in skills or knowledge base. Perhaps products have changed and your employees don’t feel comfortable selling them yet. Or, they may have gotten a little slack in their sales processes and need a refresher course to improve their performance. Provide product-specific training if necessary and if their issues are general sales challenges, go back to the basics of sales and build up their skills so they can succeed. 

Focus on the customers.

When your focus shifts entirely to improving the financial situation, it gets worse instead of better. Rather than narrowing in on how you can bring in new business, why not spend some time nurturing your existing clients. Check in with them to see how your product or service is working for them. Ask them if there are any improvements they would make. After you’ve heard them out and addressed any issues that need attention, they may be interested in doing further business with you, or they may know of someone who could use your help. Your client book is a wealth of knowledge and a wonderful source of referrals.

Improve your mindset.

Like it or not, mindset is everything. If you believe that your team has the power to be successful, and if you treat them as such, they will be. On the other hand, if you fall victim to a “woe is me” attitude and believe that external factors are plotting against you and you’ll never overcome them… you’re right. Stay positive for your own benefit but also for the benefit of your team.

Related: How to Boost Sales Team Morale and Motivation

How to Stay Positive When Sales Are Down

Of course, staying positive when you’re going through a difficult time is much easier said than done. However, successful salespeople will all tell you that staying positive and focusing on the future is the most important factor in surviving this slump. 

Here are a few suggestions on how to keep your chin held high no matter what’s happening around you.   

Lighten the mood

It may sound silly, but using music, humor, and play, can change your mood and the moods of your team members in an instant. Yes, the situation is serious… but you don’t have to be. Play some upbeat music, crack some jokes, and involve your staff in some fun games to change their mood and their mindset. 

Improve the environment

This can be as simple as stepping outside for meetings rather than holding them in the same stuffy conference room. If upper management approves of it, you can invite your staff to bring their dogs to the office one day a week which will both improve the environment and lighten the mood. If the budget allows, you can even add some greenery to the office to make it more inviting. If none of these are an option, considering changing the furniture layout and the configuration of the office. Any change in environment can cause a shift in attitude. 

Identify the energy vampires in your midst

As much as you want to believe that everyone on your staff is part of the solution, there’s a very real possibility that one or two people are part of the problem. Instead of being positive and looking for a solution as a team, they are wandering around the office like the Grim Reaper, spreading negativity wherever they go and sucking the life out of your salespeople.

Unfortunately, they can’t be ignored. If you let their behavior continue, they will drag the rest of your team down with them. You’ll need to approach these employees and discuss the situation in private. If their attitude improves, wonderful. If it doesn’t, you’ll need to handle them appropriately. Just be prepared that this may mean letting them go for the good of the team.

Focus on mindset

Provide resources for your team. There are many motivational books, audio books, podcasts, etc. out there that can help your salespeople improve their mindset. Personal growth ties into professional growth and when the numbers are down, it’s the perfect time to build them up as individuals. 

Avoid desperation

Desperation stinks. Literally. Customers can smell it from a mile away. If your salespeople walk into a presentation desperate to make the sale, the client will sense it and will be less likely to do business with them. Practice delivery and tone of voice with your team before you release them out into the sales world.

Related: How to Motivate a Sales Team Without Money

How to Break a Sales Slump 

A sales slump can be frightening. You don’t want to continue into the downward spiral. Your livelihood and the livelihood of your team members is on the line and you feel responsible for them (as you should). The last thing you want to do is let them down.

Thankfully, there are many things you can do to break yourself and your team out of this slump.

Admit that you’re having difficulty

Remember how we discussed leaning into your vulnerability? While you are the leader, your sales team can also provide support during this time. You can also reach out to a trusted colleague or mentor to help you sort through the challenges your team is facing.

Identify the problem

While you don’t want to place blame on outside forces, you do want to identify what challenges you are experiencing so you can fix them. Is it a lack of training? A mindset or morale issue? Find the cause and you can uncover the cure.

Look inside your organization for guidance and support

If you’ve got one salesperson who is absolutely crushing it, invite them to train the group. Ask if they’d be willing to mentor some of your team members who need extra help. If you’ve got a training department or a senior manager who can provide some wisdom and guidance, ask them to step in and support your people.

Look for help outside of your organization

Sometimes, the answers you need aren’t in your organization. When your employees need motivation and skills training that you can’t provide, and can’t find within the company, it’s time to look outside. Motivational speakers can improve your team’s morale, teach them to come together as a team, provide skills to be better communicators and better sales people, and provide the inspiration that your employees need to return to work with enthusiasm for their roles and a desire to improve for the benefit of all. 

The right motivational speaker will provide an entertaining and thought-provoking presentation for your team. They’ll build instant rapport and engage your team in experiential learning. If you need help motivating your team to achieve rock star results, consider hiring Marvelless Mark to inspire your troops.

Related: 5 Ways to Achieve the Next Level of Selling

A sales slump is scary. However, it’s less frightening when you realize that you are not alone. Salespeople throughout history have experienced low points in their careers. Thankfully, your team has you to lead them through this. You are committed to supporting them and doing everything in your power to help them persevere. Now, armed with the techniques you’ve just learned, you have the ability to turn their sales slump into a sales rebirth. 

Stay positive. Lean on your team. Look for guidance within your organization. And, always remember that there is support outside of your company. You will get through this. You will break this sales slump.

You’ve got an amazing team working for you. You hired fantastic people and they are working hard to be successful.

No matter how well your sales team is doing, they can always get better. You realize that investing in your people will not only improve them as employees, but will also give your company a leg up on the competition.

Thankfully, upper management is on board with your desire to help the team improve. Now, you’re wondering what’s the best possible way to train, motivate, and support your people so they can blossom into the business rock stars you know they can be. 

An experiential keynote speaker can give your team inspiration during your next your next corporate event.

Do Motivational Seminars Really Help Improve Company Results?

There’s often some debate about whether motivational seminars or speakers bring value to a company. While not every motivational speaker or seminar program is beneficial, hosting an event with the right speaker to motivate and train your staff can support the company in the short and long term. 

Let’s take a look at the different benefits of motivational seminars for your company: 

Increased Morale

Toiling away in a job day in and day out can become stressful and employees can lose their zest for their role. A motivational seminar can provide a break from the daily grind and supply the excitement to bring employees’ enthusiasm back up.

Increased Skills

A motivational speaker can introduce (and reinforce) skills that will help employees improve their performance. These can include communication skills, sales techniques, teamwork, leadership, and much more. 

Bringing in an Outside Perspective

No matter how good you are as a leader, sometimes, employees need to hear a message from an outsider before they really take it to heart. A motivational seminar can introduce new ideas and reinforce what you’ve been trying to communicate all along. 

Showing Appreciation

Sure, this probably fits under the Increased Morale benefit, but showing your employees that you value their work, appreciate their energy, and put stock in their ability to consistently improve, will go a long way to improving their job satisfaction.

These are just a few of the benefits that your company will get from a motivational seminar. If you want happier, more productive employees, a motivational seminar is a must for your organization.

Related: What Are the Benefits of Hiring a Motivational Speaker?

What Factors Contribute to the Effectiveness of Motivational Speakers

If you want to host a successful motivational seminar, you need to find the right motivational speakers to address your team. In order to do this, you first need to understand what makes a motivational speaker effective. 

Willingness to Adapt their Presentation

You know the message that you want to share with your team. An effective motivational speaker will be willing and able to tweak their presentation for your specific audience. This will involve industry specific details and addressing the problems that your employees face. 

Appropriate Stories

Effective Motivational speakers often deliver their messages through the use of powerful stories that will resonate with your employees. They’ll capture their attention, take them on a powerful emotional journey, and then leave them safely at the end with a useful lesson. 

Experience in the Field

While this isn’t a necessity, a motivational speaker may be even more effective for your audience if they’ve had some sort of experience in the industry. Even if they didn’t work full time in the field as an adult, they make have worked in it during college, volunteered  or worked in an adjacent field. They may even have a close friend or family member that has experience and has shared their stories over the years. 

An Experiential Presentation

Do you remember your last “Death by PowerPoint” session? You were probably doing your best not to nod off in the middle… and that’s whether you were watching it or giving it!

An effective motivational speaker gives an experiential presentation that engages your audience and has them involved in the learning. Audience members actually become a part of the show. 

Don’t subject your team to a lecture when they could enjoy an engaging, dramatic, learning experience.   

Strong Takeaways

Motivation is great, but without actionable steps your employees can take when they walk out of the room, the enthusiasm will fizzle quickly. An effective motivational speaker will provide takeaways that your team can put into practice the very next day.

Related: Do Team-Building Workshops Actually Make a Difference?

What Makes a Motivational Speaker Good? 

Now that you understand what makes a motivational speaker effective, let’s go a bit further into what makes them good at what they do.

In order to communicate the message and hold the audience’s attention, a motivational speaker will need to have several characteristics such as: 

The Ability to Build Rapport

Rapport doesn’t just start when a motivational speaker steps on stage. A good one will ask to be connected with a few of your key employees before the event. This allows them to gain specific information, learn more about the dynamics at play (and possibly identify some challenges), and to connect with the entire audience during his or her presentation as “one of the team.” 

Vocal Variety

No one wants to listen to a boring, monotone speaker. Don’t subject your team to this! A good motivational speaker will not only captivate your audience with their words, but also with the way they deliver them. 

Humor

Humans respond to humor. Yet sadly, this is something that is missing from many a corporate environment. A good motivational speaker will utilize humor to entertain and connect with your audience. 

Clear Speech

A good speaker should be… well, a good speaker. They should be eloquent, loud enough to be heard, and easy to understand. If your employees are struggling to understand them, they won’t grasp the actual message. 

Succinctness

A powerful message shouldn’t take hours to deliver. In fact, the longer it takes to explain, the less engaging and useful it will be. A good motivational speaker knows how to deliver their message clearly and quickly. 

Passion

When you truly care about something, your enthusiasm is infectious. If you’re not passionate about what you do, it’s painfully obvious to those around you. A good motivational speaker will be passionate and enthusiastic about their topic and about sharing what they know with your audience. 

If you want to help your team members be the absolute best that they can be, both for themselves, and for your company as a whole, a motivational seminar with a good, effective motivational speaker can provide the boost that you’re looking for. 

If you are interested in providing an unforgettable experience for your attendees, one that will have them on their feet rockin’ along with the presentation, consider Marvelless Mark Kamp for your next event. He’s energetic, entertaining, and he will motivate your team and leave them excited to become business rock stars.

Money is great. We love money. But when it comes to motivating your sales team to do the best job possible and perform like the rock stars you know they can be, money may not be the best way to get them excited.

If you’ve got millennials on your team, you may have seen this in action. Research into millennials in the workplace shows that this generation would accept less money to work for a company with a comparable mission.

No matter what generation your sales team consists of, you need to find ways to motivate them to do their best, without the siren song of money.

Need something to inspire your employees to achieve their full potential?
Contact Marvelless Mark for a
keynote speaker that can rock your next event!

How to Motivate a Sales Team Without Money

Before you attempt to motivate your sales team without the help of our little green friends, it’s important to understand the different types of motivation that they may respond to. These are intrinsic and extrinsic.

Extrinsic motivation comes from external factors and typically consists of bonuses, prizes, trips, and fancy dinners. This type of motivator is very important and shouldn’t be ignored. But, it also shouldn’t be the only type of motivation your employees experience. If it is, then the moment it’s taken away, your team will fall into crisis.

Intrinsic motivation, on the other hand, comes from within. It requires employees to tap into what really makes them “tick” in order to ramp up their productivity and sales. While this type of motivation is very personal, a good sales manager will help an employee recognize what fires them up. This will differ from person to person but could include one or more of the following: 

Self-management

For some individuals, being micromanaged is the kiss of death. However, giving them the freedom to manage themselves, choose their hours, work from the office or from home, manage their own time, choose their own teams, etc. can be the motivation they need to reach their goals.

Service

When you get the right employee selling the right product or service, they are focused on helping people. They either have personal experience with the solution or they’ve seen it in action enough to know that it can truly solve someone’s problems. Their desire to help and to serve drives them.

Greater Purpose

For some, a job is just a means to support something they care about. This could be their family or a cause/charity that’s close to their heart. Take the time to understand WHY your employees come to work and then support their interests. Maybe they’ve got children involved in extracurricular activities, a spouse building a business, or a strong desire to save the environment. Find out what they do outside of work and how they choose to spend their money, then support it along with them.

Professional Development

Gone are the days of employees stepping into a role and staying there until retirement calls. Today’s employees want to move up the ladder in their current company, or find opportunities in different organizations or even industries. They want to constantly learn, grow, and keep an eye out for their next move. When you provide Professional Development, you encourage them to learn all they can learn and you understand the fact that while they won’t be in that role forever, they want to do a good job while they’re there.

Related: Boost Employee Morale with Professional Development

Recognition

You may occasionally find an employee who doesn’t want their accomplishments publicized, but for the most part, people enjoy receiving public recognition. They like being told (in front of others) that they’ve done a great job. This is not only motivation for them, but for other team members who will be eager to earn this recognition for themselves. If you do have an employee that prefers not to be the center of attention, it doesn’t mean that they don’t need recognition, it just means they prefer to receive it in a one-on-one setting.

Collaboration

While some employees might classify themselves as “lone wolves,” others thrive on collaboration with other employees and other departments. If you notice that certain employees enjoy visiting prospects together, or like to work on projects with a small group of people, encourage them to do so. 

Create Buy-In and Accountability

Similar to self-management, employees that are allowed to create their own personal goals and provide input into team goals, are more likely to strive to attain them. Make a goal setting discussion part of their quarterly or annual review rather than delivering an already formed set of goals for them to work with.

Physical Environment

It’s difficult to feel motivated when you’re stuck indoors, staring at cubicle walls for 8-10 hours a day with fluorescent lights flickering overhead. While you may not have the money to completely redesign your office, you can make subtle tweaks that will make a huge difference. Add some greenery to the space, play some classical music in the background, provide a break room where employees can go to de-stress, and encourage employees to get out of the office during lunch. You could even host a meeting outside. You’d be surprised what type of creativity comes out when you’re getting exercise.

Incentivizing a Sales Team Tips

Once you understand the different types of motivation and figure out which ones will work best with your individual employees, there are a variety of ways that you can encourage them and foster enthusiasm for their work. We’ll start out with extrinsic motivation and then transition to intrinsic.

Create a point system that employees can cash in

Not every employee will want movie tickets, electronics, or a gift certificate to a specific restaurant. Allow them to earn points for goals met and then cash them in when they’ve earned enough for what they want.

Send them for dinners, weekend getaways, or unique experiences

Winning a weekend trip or a fancy dinner can be exciting for your employee and for their significant other. It shows them that they are appreciated and gives them the opportunity to do something fun.

Related: Offer Unique Benefits to Improve Employee Morale

Offer awards and public recognition

Host an awards ceremony every few weeks or months. Allow your employees to bask in the glow of a job well done and receive congratulations and admiration from their peers. 

Send them a Thank You card

It may seem simple and silly, but a handwritten thank you card for stellar sales performance could mean the world to someone who seeks recognition and appreciation. 

Gift an extra day off

For an employee who values their free time and their life outside the office, an extra day off or even an afternoon off will mean the world. 

Make a donation to the employee’s favorite cause

Millennials are leading the charge in changing the world, but the desire isn’t unique to them. People of all ages want to be a part of solving societal issues. If you’ve got a do-gooder on your team, offer to make a donation to their favorite charity when they meet or exceed goals. 

Provide coaching

Think about the employee who values personal development. For him or her, there is no better way to reward a job well-done than providing them to the tools to do even better next time.

Understanding the types of motivation and what your employees respond best to will create an environment where your sales team is eager to be productive and effective. You’ll know what kinds of motivation your team needs to crush their sales goals.

Your sales team is the heart of the company. Without these people spreading the benefits of your organization each and every day, you’d be out of business. Lately though, you’ve noticed that they aren’t quite as enthused as they once were. Numbers are slipping, goals aren’t being reached, and the morale in the office isn’t what it used to be.

You’ve considered doing another sales training, but you’re pretty sure that they know the what and how about their jobs. They may have just forgotten the why. You’ve delivered motivational talks during meetings and done the “rah rah” thing with your employees, but they’ve heard you so many times before that they’ve stopped listening.

You know that your employees are capable of much more. You know that you need to inspire and motivate the team, you’re just not quite sure how.

Want to get your employees motivated to succeed?
Contact Marvelless Mark to book a motivational speaker for your next event!

Why Do Companies Hire Motivational Speakers?

Companies hire motivational speakers for a number of reasons. Your sales may be hurting, your morale may be low, you may be facing big changes that could negatively impact the employees’ working conditions. While motivational speakers can’t fix a problem in 45-60 minutes, they can alter attitudes and put a company on the first step towards a better situation.

When it comes down to it, your event, no matter what theme or activities you choose to include, is there to create unity among your staff and to reward employees for their hard work. There’s only so much you can do at the office to say thank you. A motivational speaker can show your employees just how important they are to your organization.

Why Are Motivational Speakers Important?

Motivational speakers play an important role in a corporate event and in your business. Think of them as the third-party observer that has the ability to see challenges you don’t see, learn from employees who are not comfortable speaking to management, and change the way your employees see their day to day tasks. 

A motivational speaker will come in with true stories from their own lives that can help your team do better at work and live more fulfilling lives. Their stories are relatable, emotional, humorous, and inspiring. Their experiences can teach universal lessons, and their enthusiasm is infectious. A speaker can present old ideas in a new way that gets your employees thinking. They can inspire creativity and entertain your audience. 

Possibly the most important task a motivational speaker can perform… showing your employees that you truly value and care about their well-being. They become your mouthpiece for delivering those all-important messages. 

What Are the Benefits of Hiring a Motivational Speaker?

There are a variety of benefits to bringing a motivational speaker into your organization. Some of these benefits include:

Increased morale

If your employees don’t have the same pep in their step that they once had, you may have a morale problem on your hands. This could be due to any number of reasons such as increased workload, cutbacks in staff or bonuses, unexpected changes in the company, projects that require overtime, management shifts, and more.

A motivational speaker can deliver a dose of enthusiasm to your team, reminding them what’s exciting and important about their contribution to the company. 

Communicate values and mission 

As employees get caught up in the daily grind, it can be difficult to maintain a vision of the big picture. Why does your organization exist and what difference does it make in the lives of your customers? 

A motivational speaker can remind your employees that there is a larger goal than spreadsheets and sales forecasts. They can show them that they are each improving the community in their own way.

Related: How to Get Employees Excited About Your Business Vision

Improve teamwork

Your employees may be amazing on their own, but do they have a “we” or a “me” attitude? When employees don’t work well together, morale drops, productivity suffers, and sales elicit a “kill or be killed” mentality rather than fostering teamwork and lifting one another up. 

A motivational speaker that specializes in teamwork can work with your employees to recognize that they each play an integral role in the company and are each important to the whole. They can also organize workshops to go more in-depth with how team members can work together.

Say what needs to be said

You may be well-loved by your employees, however, they’re probably getting pretty good at tuning you out. Sometimes, you can say the same exact thing time and time again, but until someone else says it, your audience just won’t grasp the concept.

A motivational speaker has the ability to be that outside influence on a company. They can deliver the exact same message you’ve been attempting for months, but actually have their words heard and put into action.

A great motivational speaker will want to know what you hope to achieve from the event so they can deliver your message. Discuss this with the speaker ahead of time to ensure that those goals are met.

Related: 5 Tips to Foster Open Communication & Improve Teamwork at Work!

What to Look For in a Motivational Speaker

Just like every industry, there are great motivational speakers, good motivational speakers, and speakers that will leave you wishing you’d done more homework beforehand. Here are a few tips for selecting the right motivational speaker for your next event.

  • 1) Decide what your goal for the event is before you start shopping: While some speakers cover multiple topics, you’ll want to figure out what you want to be communicated before you look for someone to communicate it.
  • 2) Watch videos: A speaker may have the best one sheet in the world, have an impressive website, and have multiple books to their name. However, you want to see them in action. Can you feel the energy in the room? Does their message coincide with your needs? Do they provide tangible takeaways for the audience?
  • 3) Ask for references: Ask the speaker who you can reach out to that they’ve worked with in the past. You’ll learn a lot about someone by chatting with past clients. Were they easy to work with or will you have a diva on your hands? Did they deliver what was expected or did they arrive dressed in excuses?
  • 4) Look for flexibility: Are they willing to tweak their presentation for your industry and your company? Are they willing to do the research, speak to the employees beforehand, and make the changes necessary so their presentation really hits home with your audience?
  • 5) Go with your gut: Often times, we’re trained to think with our heads when making a business decision. However, if your gut says that this is the wrong person for the job, even if they look great on paper, pay attention. The last thing you want to do after the event is think, “I knew they weren’t the right fit.”

How Much Does It Cost to Hire a Motivational Speaker?

This is one of those difficult-to-answer questions. Motivational speakers can range anywhere from $1,000 to $100,000 depending on their experience, celebrity status, niche audience, and several other factors. Who you select will depend on your budget and your goals for the event. 

If you’re interested in a powerful, experienced motivational speaker who will have your audience excited to return to work and apply their new-found motivation, consider Marvelless Mark Kamp for your next event. His brand of rock-star enthusiasm will bring your audience to their feet and leave them nothing short of inspired. 

Last quarter’s numbers are in… and they don’t look too good. In fact, many of your “impressive hires” are floundering to even meet their goals, never mind exceed them. The pressure is on from upper management and you’re starting to lose sleep.

What happened?

Hiring a sales team is pretty easy. After all, hundreds (if not thousands) of resumes boasting sales experience will cross your desk every single year. However, it’s difficult to determine whether a salesperson is worth their weight until you’ve actually seen them in action. Their resume might show impressive numbers, but was it a fluke? Were they put in the position of “order taker” rather than a true sales role? Were they in charge of selling a product that literally sold itself?

Now that you’ve hired your sales team, it’s time to actually build the team. The responsibility rests on you to make sure that they are meeting their numbers, living up to the goals you’ve set for them, and helping to move the organization forward. It’s your job to improve their performance and raise your team to a rock star level of selling.

But how?

Help your team achieve the next level of selling
by hiring a keynote speaker for corporate events.

How Can You Improve Sales Performance and Take My Sales Team to the Next Level?

Improving your team’s sales performance is a fairly simple process… if you do it right. There are many managers that will resort to cracking down on fun, giving demoralizing “pep talks,” and making threats of unemployment to inspire their troops. Thankfully, you know better. You know that in order to motivate your team to reach rock star status, you need to understand what’s really going on with each employee.

Related: How to Get Your Employees Excited About Your Business Vision

How to Achieve the Next Level of Selling

There are several tactics you can employ to take your employees to the next level of selling.

1. Understand what drives them

It may be hard to believe, but not everyone is driven to perform by money. For some salespeople, financial incentives are lovely, but not why they come to work every morning. Some employees may be driven by healthy competition (whether with others or themselves), by the need for positive affirmations and reinforcement, or by a desire to have plenty of time to spend with loved ones.

First, you must understand why your team members would want to perform. Once you know this, you can focus on the best way to motivate and reward them. Perhaps they’d prefer some extra time off to a performance-based bonus. Or maybe, they need to be publicly congratulated for a job well done.

2. Raise excitement for the product

Have you ever tried selling something you don’t care about? Your lackluster feelings are difficult to cover up and the sales process doesn’t usually go well. It’s hard to be enthusiastic about a product when you don’t believe in it. On the other hand, when you can speak from experience… when you love a product because it has worked for you or someone you care about, you’re comfortable shouting it from the rooftops.

Keep this in mind when it comes to hiring and training your staff. If you can find salespeople who have used the product, even if they have slightly less experience in a sales role, they may sell with more enthusiasm than someone with tons of sales experience, but no experience with the product.

Once they’re already an employee, make sure they’re a customer too. If at all possible, give your product to your salespeople to test out with family and friends. Let them see for themselves how incredibly amazing your product or service is, so they can then become a raving fan.

Related: How to Boost Sales Team Morale and Motivation

3. Provide them with product training

The only thing worse than not being excited about your product is not knowing enough about it. Imagine that you sit down with a potential customer or client. You give your pitch and then they start asking questions. So many questions. So many questions that you can’t answer. Now, on top of being worried that you won’t get the sale, you feel stupid for not knowing your product inside and out.

Don’t do this to your employees. Make sure that they receive the product training necessary for them to fully understand and explain what they have to sell. When a new product is rolled out, provide them with the proper training before you ask them to hit the ground.

4. Provide them with sales training

As you saw earlier, most salespeople are merely order takers. When a potential customer is in front of them, they are able to log whatever products or services they’d like to purchase. They may even be able to slightly upsell them. However, what will they do when faced with the need to make cold calls? What will they do when they face objections for potential clients? Do they have the knowledge and skills to be a true salesperson?

Provide enough training that your employees can approach any sales situation with enthusiasm and confidence, and the techniques necessary to handle any situation.

Related: What Do All Great Teams Have in Common?

5. Recognize their achievements

Does it sound crazy to reward someone for not reaching their goals? What if they’ve come a lot closer to hitting them than they’ve ever come before?

While it’s great to reward goals that have been met, don’t forget to positively reinforce improvement. When an employee is doing their best… and getting better, yet they are still penalized for not making their goals, the result will be a disheartened employee who stops trying. When you congratulate them on stepping up and then give them more tools they need to succeed, you’ll be met with gratitude and enthusiasm (not to mention a better future month or quarter).

Taking your salespeople to the next level will take patience, dedication, and some hard work. Thankfully, you are perfect for the job! Support your employees with positive reinforcement and education, and come next review period, you’ll all be celebrating rock star sales numbers.