How to Motivate an Underachieving Sales Team in 3 Easy Steps

14 October 2012

Selling in understandably at the core of every business, which means your Dubai sales team is very much the heart of your company. If they are underachieving on a regular basis there must be a reason for it, and more often than not it stems from a lack of motivation. After all, what do they get for marketing your products far and wide and then making huge sales other than their basic wage packet and maybe a pat on the back once in a while?

Billionaire entrepreneur, Sir Alan Sugar once said, ‘Love what you do and do what you love, otherwise you will become unhappy and self-defeating’ and the last thing you want, or need, is an unhappy, self-defeating sales team.

So how do you motivate your sales team to produce better results on an on-going basis?

1. Give them Training in New Marketing Strategies

You may not think that your small, Dubai-based sales team needs any additional training, but the simple act of showing them new marketing strategies and explaining new technologies to them will result in increased motivation.


Well firstly you’re showing your sales team that you have enough confidence in them to bother training them in new methods of selling. Confidence and motivation are very much interlinked, which means if you go to the trouble of showing confidence in your employees they will become motivated to prove your confidence is well placed.

Secondly, any new selling techniques or marketing strategies that you teach them will undoubtedly improve their sales figures, and ultimately your profits.

2. Praise them for a Job Well Done

It doesn’t matter whether you are based in Dubai, the UAE or elsewhere in the world, praise for a job well done is incredibly motivational, and especially when it comes from someone who is high up in the management team. Larger companies in particular tend to forget that their sales teams are in fact human, and that they thrive on praise rather than criticism.

Think about it for just one minute…when was the last time you actually said well done to a specific member of your sales team? We don’t mean a general ‘well done’ during a team briefing, we mean a personal ‘good job’ to a high-achieving member of your team?

3. Give them an Incentive

All it takes is a bit of motivation to produce a successful sales team.

Everybody likes a bit of competition which is why pitting your sales team against each other (in a friendly, fun way of course) can motivate them to achieve more. Add into the mix a little incentive each month and you have the recipe for a much more productive sales team.

Obviously you don’t need to offer things like new cars and holidays as incentives, but small things such as a day off with pay, or a meal out in a nice restaurant is something to aim for in addition to the accolade of being top sales person for the month. Plus, if you change the goal each month e.g. top overall sales one month but top sales to new clients the next month etc. you can manipulate the results to an extent so that everyone in your sales team has the opportunity of ‘winning’.

Making continued sales in today’s economy is not an easy prospect which is why you need to give your Dubai sales team all the encouragement and praise they need to make it happen. Show faith in them and they will reward you with better results in return, and you might just have a bit of fun along the way.



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