How Fmcg salesmans top Motivational tips tricks helps in your success
How salesman motivates in his work?
Why is motivating salesman important?
Day In a Fmcg Salesman
Every Day when I say Yes to Life
I say Yes to Me and My Family.
Doubts Mistakes Flaws are not Failure.
Failure is not the End of the World.
Doubts Mistakes Flaws Failure are Future Opportunity for Growth and Success.
Asking help from Colleagues Friends Seniors Proves your Strength and Courage.
Work towards Achievement of tasks,goals not Perfection.
Repeated tasks,goals achievement bring Perfection.
Don’t allow perfection Stop you or Your Teams growth
Only Prompt Punctual Repeated Fulfillments of Task can achieve success.
Work is the only Worship and Achievement the only Religion.
Do Sales like a Doctor.
Doctors are best in Sales
96% of Salesmen never conisder this point.
Think like the 4% sales experts
Most FMCG Salemen Pitch too soon.
Some other Salesmen never pitch.
Did you agree both the approaches are wrong?
Do you agree they made you loose orders and deals?
Just like a Doctor who will not prescribe medicine without proper check up and diagnosis…
Dont Volunteer! You should not offer solutions before asking questions to the person.
Sales Framework for Quick Increase.
Diagnose: Ask 10 pointed questions on case to case basis.
Clearly analyse what their issues and problems that gives pain and loss today.
What is it they wish to achieve or gain in the future.
Now you must Prescribe and provide the solution
Prescribe,provide the solution they want, not what you think they need.
As a FMCG Salesman you are not selling anymore, you are helping them solve a problem.
What FMCG Salesmen Need To Correct?
7 Wrong Things to do with feedback.
Make it a personal attack on your character
Use the feedback to attack the competitor another day
React the moment the feedback is received
Develop a personal grudge against the persons feedback
Live in denial and reject the feedback
Not interested to improve and implement the feedback. To rmain stubborn.
Feel like a victim and blame the world.
Why Some people believe, Sales is a scam?
Sales is evil and here is why?
Some salesmen see alot of negativity in selling online
The logic… If you sell” too much” its “too bad”
But what is ” too much” and why is it too bad?
For those who can’t sell or don’t sell at all everyting is “too much”
And definitely, sales is evil, if your intention is to manipulate.
A genuine salesman helps everyone and offers his product or servies to them.
Need and Importance of Motivating Salesman
The motivating salesman is an important aspect of salesforce Management. Sales personnel require additional help to achieve given results. Most salespeople require motivational “help” from management to reach and maintain acceptable performance levels. They require motivation as individuals and as group members.
As individuals, they are targets for personalized motivational efforts by their superiors. As members of the Salesforce, they are targets for sales management efforts aimed towards welding them into an effective selling team.
The need and importance for motivating salesman, therefore, arises due to the following reasons:
Nature of the Sales Job
Salesman interacts with many unpleasant and rude people. They are difficult to deal with.
Salesman mate numerous turndowns, they spend considerable after-hours time away from home. They miss many attractive moments of family life.
Related: 9 Major Steps in Process of Sales Motivation (Explained).
The inherent nature of the sales job, then, is the first reason that additional motivation is required.
Role Conflicts
The salesperson occupies a boundary position in the company and must try to satisfy the Expectations of people both within the company (in the sales department and elsewhere) and in customer organizations.
There is a linkage with four groups: 1. sales management, 2. the Company organization that handles order fulfillment, 3. the customers, and 4. other company sales personnel.
Each group imposes certain behavior expectations on the salesperson, and, in playing different roles the salesperson faces role conflicts.
Apathy
Some sales personnel naturally become apathetic, get into a rut.
Those who, year after year, cover the same territory and Virtually the same customers, lose interest and enthusiasm.
Many salespeople require additional motivation to maintain continuing enthusiasm to generate renewed interest in their work.
Related: 11 Main Types of Sales Compensation Plans (With Examples).
To Maintain Feeling of Group Identity
The salesperson, Walking Alone, finds it difficult to develop and maintain a feeling of group identity with other company salespeople.
Teamspirit, if present at all, is weak. Thus, the contagious enthusiasm – conducive to improving the entire Group’s performance does not develop.
If sales management, through providing added motivation, succeeds in developing and maintaining Team Spirit, individual sells personal strive to meet group performance standards.
Individuality of Salespeople
The salesman has their personal goals, problems, strengths, and weaknesses.
Each salesman may respond differently to a given motivating force. Ideally, the company should develop a separate motivational package for each salesperson.
But a totally tailor-made approach posses major practical problems.
Related: 18 Requirements of Good Sales Compensation Plan (Explained).
In reality, management must develop a motivational mix that appeals to a whole group but also has the flexibility to appeal to the varying individual needs.
Diversity in Company Goals
A company usually has many diverse sales goals, and these goals may even conflict.
One goal may be to correct an imbalanced inventory and another may be to have the Salesforce do Missionary selling to strengthen long-term customer relations.
These two goals conflict somewhat and require different motivating forces.
With diverse goals such as these, developing and effective combination of motivators is difficult.
Changes in Market Environment
Changes in the market environment can make it difficult for management to develop the right mix of Salesforce motivational methods.
What motivates salesman today may not work next month because of changes in market conditions.
Related: 31 Characteristics of Salesmanship (Explained with Examples).
Utilization Skill
Most of the salesman does not make efforts to utilize their full work capacity.
Motivational tools simulate them to expand their full energies and to develop latent qualities.
To Satisfy the Needs
The motivation process is directly related to expand the efforts of a salesman and to satisfy their social, mental and psychological needs.
This creates interest and will be to work enthusiastically.
To Improve Mutual Relations
Motivators encourage salesman to improve their work performance. This results in increased sales.
This may help to build good relations between the employer and the salesman.
Related: 16 Best Ways to Find Potential Customers for Your Business (Complete List).
Helps in Building Morale
When different needs of salesman are satisfied, they get the satisfaction that encourages them to do more work.
Thus, motivation is a driving force for raising the morale of salesmen.
Proper Use of Human Resources
Motivation increases the efficiency of work. The inborn qualities of a salesman can be developed through better motivation tools.
This will help to utilize the human resources for the maximum benefits of the firm.
Thus, now you know the need and importance of motivating salesman.
Setting the right retail sales goals
Want to meet (or beat) your sales goals? Start by setting the right targets. There aren’t any hard and fast rules for doing this, as every company is different. Generally, though, you’ll want to consider the following factors when setting goals:
Historical sales data
Sales initiatives and events throughout the year
The capacity of your sales team
Employee input
Come up with sales targets that are challenging but achievable
Goal-setting can be tricky. On one hand, you need to set sales targets that are achievable but challenging at the same time. In other words, you don’t want to come up with goals that are too easy or too difficult to hit.
So, how do you find the right balance? Kevin Graff over at Graff Retail offers excellent advice. According to him, you need to apply the 70% rule to your sales goals.
“Goals should be achieved at least 70% of the time. If not, they’re too high and risk de-motivating your staff,” he wrote. “By the same token, if goals are achieved 90% or more of the time they’re too low and aren’t pushing your staff.”
Properly manage sales quota frequency and timeframes
When coming up with your sales targets, you’ll likely start with your annual revenue goal then break that down quarterly and then monthly. But when dealing with your sales team, you may want to set goals for shorter timeframes — think weekly or even daily.
Frequent sales quotas can give your associates continuous motivation. As the Harvard Business Review put it, “Under a monthly plan, salespeople who started off the month poorly might become less motivated after realizing they weren’t going to make their quota for that month — in essence giving up in the current month. Daily quotas would theoretically help prevent such behavior.”
To put that theory to the test, they conducted a study at a large Swedish retailer and compared sales results between stores that were given monthly versus daily quotas.
Having daily target/quotas increased sales productivity by nearly 5% and that the improvement was more pronounced for low-performing salespeople, with the bottom quartile experience an 18% boost in sales productivity.
What’s the reason behind this?
According to the publication, daily quotas seemed to help prevent those individuals from giving up for the rest of the month after having a slow start, which is typically the case for low performers.
That said, the study did find that while daily quotas increased sales volume, frequent quotas seemed to motivate salespeople to “to sell more quantities of low-ticket items, probably a result of shifting their mindset toward the smaller daily goals.”
This led to lower profitability because sales associates kept pushing the low-margin items.
If you experience this in your store, then try to find ways to incentivize employees to sell higher-ticket items. In other words, stick to frequent sales quotas, but look for creative ways to put your high-margin products front and center.
Clarifying your team’s targets makes it easier to achieve retail sales goals
A big goal-setting mistake people make is having vague targets. For example, simply saying that you want “increase sales” won’t cut it. In order to maximize your results, strive to set goals that are SMART — i.e., specific measurable, attainable, relevant, and time-based.
Sales goals examples include:
Get 10 new customers to join your loyalty program every day.
See a 20% increase in sales by the end of the month.
Improve basket size by 15% by end of the quarter.
How to communicate your sales targets or goals
You’ve set your targets. Perhaps you’ve even mentioned them to your staff. That’s a good start, but if you want to drive those goals forward, you need to communicate them clearly and constantly.
Here are some ways of doing just that:
Talk up your goals throughout the day
Talk up those sales targets. This isn’t just about mentioning it at the start of the day and then asking about sales when you’re about to close. You need to talk about sales goals and performance throughout the day to keep those targets top of mind.
Spend a few minutes at the start of each shift talking about the team’s goals and how they’re doing. This will keep them accountable and motivated to achieve their targets.
Make those sales targets visible
Display your sales goals and achievements in the back room. Put up a board dedicated to sales and make sure it’s updated.
Another idea? Make your sales goals visible on your POS system. Look into your point of sale solution and see if it lets you set sales targets. If it does, find out how to make those numbers visible to relevant employees.
Motivate your sales team to achieve retail sales goals
Putting those sales goals out there is a good step, but to really drive results, you need to keep your staff motivated. Here’s how to do just that.
Have your team share the store’s sales goals
Offering commission and giving bonuses are common — and recommended — motivation tactics for sales employees. Sometimes, though, certain commission structures can create unhealthy competition in which employees are only looking after their own interests rather than helping the store succeed as a whole.
In a recent Facebook Live video, Bob Phibbs shared an interesting method for preventing this. He recommends setting a sales goal for your store, and then offering rewards to those who hit their quotas.
But here’s the thing: your staff will only be able to “unlock” their incentive if the overall store goal is met. In other words, even if an employee achieves their own target, they won’t get a bonus if the store’s target sales aren’t met.
Make sure employees know the store’s products inside and out
First, teach them what to sell. Talk to them about each product and make sure they know the key features and benefits of every item.
Use the “FAB” formula – A good way to instill product knowledge is through the “FAB” formula, advises Reese Evans, a former retail associate. FAB stands for features, advantages, and benefits. It’s a great tool for coming up with ways to approach or talk to shoppers.
Basically, features are the characteristics of a product while its advantages pertain to what the product or the features can do. The benefit, which is the most important part, is what the customer can get out of the product and its features. For best results see to it that the benefit you pitch to the shopper is unique to them.
“Let’s say you’re selling a jacket. A feature could be that is has a pocket on the inside of the garment. The advantage could be that the pocket is ‘hidden’ inside the jacket and could be opened and closed using a nifty zipper. And then the benefit could be that the customer can use it to subtly store small but important items like extra cash or their IDs.”
Conduct unboxing sessions – Do you have new stuff arriving in your shop? Set aside time to unbox them with your team.
That’s what Elevator, an accessories and jewelry boutique in Toronto is doing.
“Having a well-informed sales team is absolutely essential for the sales experience and actually driving more sales. The aesthetics of a particular product is very important, but people will always want to know what something’s made of, or a little bit about the designer,” says store owner Niko Downie.
Have a winning assortment
Even the best salespeople will struggle if they’re trying to sell something that doesn’t resonate with shoppers. That’s why it’s incredibly important to have a deep understanding of what your customers want and need.
Talk to your customers to figure out what they want to see in your store. Pay attention to consumer trends and get a handle on the market. Then, use that knowledge to influence your buying decisions.
And once you’ve stocked up on the right products, see to it that they’re showcased properly. Be strategic with your merchandising. Identify the key areas (i.e. the high traffic and high-profit sections) of your store and constantly refresh them with great-looking assortments.
.
The Challenge: Low productivity of the sales team
Effective distribution and channel management are key to the success of any product for FMCG companies. Regional Sales Manager, Area sales officers, Territory Sales officer and Distributor Sales team all are working towards making the availability of the products, increase the range selling and getter better shelf space and visibility are increased at the stores.
The challenge is competition across industries makes many times, distributors to ignore sales teams push. Sales teams with short-term focus are driven towards achieving targets than market share and do not explore strategic thinking required to excel in current markets.
Buying pattern: Distributor’s want expert advise from the sales team
In this age of extreme competition, the distributors want the sales team from companies to be aware of their challenges and show empathy. Distributors do not want to lock their capital in products that are not moving. It is in the interest of sales executive to help distributors understand the product benefits and why his investment will not go waste.
The traditional process of just giving offers, discounts, comparing with other competitor products are not evoking a much positive response. The sales executive must clearly articulate to distributors, shop owners his company’s roadmap so that their investments will give the due return.
Some Rare Sales habits all fmcg salesmen need to have.
Thank everbody you meet each day of work.
It does’nt matter whether the salesman, distributor or retailer agrees with you,buy from you or works with you.
Thank everybody nevertheless and regardless.
Dig deep each day for customers/clients without fail.
Add new customers to your existing list as workfor tomorrow.
Work on building prospective list everyday, tomorrow never comes.
Practice sales skills each day to improve,watch your sales calls for repeated patterns of success
Followup on failed sales as well as customers who have purchased.
Make it a habit to followup as many as 10+ times
Research has proved, many people buy on the 6th point of contact with a fmcg salesman.
Guide potential customers to solutions instead of selling.
Selling pitch confuses and angers people.
Demonstrate how the product/service can help solve and benefit their life.
Fmcg salesmen sells more when they stop selling.
A happy customer will pass on referrals,be humble to ask.
Learn skills which support your selling career.
Instead of planning for the worst-case scenario and feeding your anxiety,expect the best case scenario and restore your peace of mind.
Allow the painful wounds to heal, healing doesn’t mean the damage never existed. It means the damage no longer controls your life.
Work hard, hard work pays off…always
If you can stay positive in a negative situation, you can win.
Don’t look back,you’re not going that way.
Staying poisitive does not mean that things will turn out okay.
Rather it is knowing that you will beokno matter how things turn out.
Your mind is the garden,your thoughts the seeds. You can grow flowers or weeds
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