5 Secrets to Motivate Your Sales Team
Having trouble motivating your team? You’re not alone.
Every member of your team has different skill levels, interest levels, and different ways of learning. Because of this, not everyone will respond the same way to your methods of managing and motivating, and that means you need different ways of motivating, mentoring, counseling, or even some babysitting. Sound familiar?
Let’s face it: true motivation comes from within. In some way, each member of your team is already motivated. The secret (or five secrets) is to build on each team member’s internal motivation and learn to maximize it.
Here are five things you can do today to get the most out of your team:
- Make your monthly revenue goal, and each rep’s part of that goal, crystal clear. I’m sure you have a monthly revenue goal, but does each member of your sales team know what their specific part of that goal is? (Hint — it’s not all equal). Recognize that some reps will produce much more of the overall goal than others, but also make sure each person is clear on what their part of that overall goal is. And then coach to that.
- Make bonuses or prizes specific to each team member. The problem with most bonus programs is that as soon as they are released, over half of the sales team knows they can’t win so they are more discouraged than encouraged to produce. Instead, spend some time learning what each person would really want, and then customize each rep’s bonus and tie it to their individual production goal.
If a rep hits their goal, then they win something that is meaningful to them. This also makes each rep responsible for hitting their own goal.
- Get out of your own comfort zone and close some deals. Most managers are way too busy in meetings, or reporting, or just plain hiding out to be really effective. Remember one thing — as the manager, you are the leader. And leaders lead by example.
Want to motivate your team, make your numbers, and create real value for yourself? Go onto the floor and close business for some of your sales reps and help them make their revenue goals. This is the most important thing you can do not only for your bottom line, but for your team’s motivation as well.
- Invest $100 in a couple of trophies. This will be the best money you’ll ever spend — make one a “Week’s most improved,” or “Best effort,” and hand it out each Monday morning.
Each winner gets to keep it on their desk that week. The other trophy can be either “Most deals,” or “Most new clients.” or whatever other category everyone has a chance to win (as long as it is revenue related). Again, hand it out in your Monday morning sales meeting and each week the winner gets to keep it on their desk.
Remember rule #1 in motivating: recognition among peers is almost always more important than money.
- Have some fun! Go to a toy store and buy one of those beanbag tosses, and after lunch on Friday make some teams and have some fun playing as a team. Tack on $50 for good measure and watch the competition and fun build your team and dissolve stress. This works – try it!
Related: The Importance of Following Up
So there you have it. Inexpensive, proven techniques to build morale, motivate and make more money.
An Emerging Theme In Thematic Investing
Exchange traded funds (ETFs) are popular vehicles for market participants looking to engage in thematic investing. Thematic investing looks to take advantage of future growth trends, including disruptive technologies. Given that forward-looking approach, stock-picking in the thematic universe is equally as hard, if not harder, than in traditional market segments.
Go back to the late 1990s, before the bursting of the Internet/technology bubble. Back then, investors stood an equal chance of selecting E-Toys over Amazon or some no longer in existence networking equipment maker over Cisco.
“History is littered with examples of prospering industries with no indication of which company will come to dominate the industry,” according to Nasdaq. “This suggests that successful thematic investing is more about selecting baskets of investments rather than single securities.”1
The ALPS Disruptive Technologies ETF (DTEC) provides basket exposure to a broad swath of thematic investments. DTEC features exposure to not just one or two emerging technologies, but 10 such themes on an equal-weight basis.
The 10 themes represented in DTEC are as follows: 3D printing, clean energy, cloud computing, cybersecurity, data and analytics, fintech, healthcare innovation, Internet of Things (IoT), mobile payments and robotics and artificial intelligence (AI).
Generally speaking, fund issuers have been quick to respond to disruptive and transformative technologies, bringing products to market to tap these themes. Prior to DTEC coming to market late last year, there were ETFs devoted exclusively to cloud computing, cybersecurity, robotics and other themes featured in DTEC. However, few use the basket approach to themes employed by DTEC.
February, a rough month for U.S. stocks, highlighted the advantages of DTEC's multi-theme methodology. Seven of the 10 themes found in the fund finished the month lower, but DTEC was able to outperform the S&P 500 on a monthly basis.
Focusing on individual themes can be rewarding over the long-term, but not all investors have the risk tolerance for such a strategy. Consider this: the Indxx Global Robotics & Artificial Intelligence Thematic Index jumped more than 48% in 2017. That type of performance is enough to seduce many investors, but that same benchmark slipped 7.60% in February, generating monthly volatility of 34.10%.2 Said another way, that robotics and AI index's February slide was more than triple the loss experienced by DTEC during the month.
While it probably is not accurate to call the indexes devoted to individual disruptive themes “old,” many use old school weighting methodologies. For example, the two largest components in the ISE Cloud Computing Index are Netflix, Inc. (NFLX) and Amazon.com Inc. (AMZN). Only two members of the S&P 500 have larger market values than Amazon while Netflix currently has a larger market cap than Wal-Mart (WMT) and McDonald's (MCD).
Holdings subject ot change as of 12/31/17
For its part, DTEC not only equally weights its 10 disruptive themes, but its 100 components as well, potentially reducing single stock risk in the process. As the chart below confirms, equally weighting stocks is rewarding across sectors and market capitalization segments.
Past performance does not guarantee future results
Annualized returns for the past 10 years show seven of the 11 S&P 500 sectors, when equally weighted, outperform cap-weighted equivalents, according to S&P. Three of those seven sectors – financial services, healthcare and technology – are prominent parts of DTEC's roster.
1 Source: Nasdaq Dec. 28, 2015 https://www.nasdaq.com/article/what-thematic-investing-is-and-its-strengths-and-risks-cm559209
2 Source: ETF Replay data
An investor should consider the investment objectives, risks, charges and expenses carefully before investing. To obtain a prospectus which contain this and other information call 866.675.2639 or visit www.alpsfunds.com. Read the prospectus carefully before investing.
An investment in the ALPS Disruptive Technologies ETF (DTEC) may be subject to substantially greater risk and volatility than investments in larger and more mature technology companies.
There is no assurance that the market developments and sector growth based upon the themes discussed in the article will come to pass.
ALPS Disruptive Technologies ETF shares are not individually redeemable. Investors buy and sell shares of the ALPS Disruptive Technologies ETF on a secondary market. Only market makers or “authorized participants” may trade directly with the Fund, typically in blocks of 50,000 shares.
ALPS Advisors, Inc. (AAI) has engaged IRIS Werks, LLC (IRIS) to produce analysis and commentary on ALPS-advised ETFs. IRIS currently has a compensated business relationship with AAI. AAI is not affiliated with IRIS.
The content and opinions expressed in this article are that of the author and not the views and opinions of AAI. In addition, AAI assumes no responsibility to ensure the accuracy of the content written by the author.
There are risks involved with investing in ETFs including the loss of money. Additional information regarding the risks of this investment is available in the prospectus. Past Performance is not indicative of future results.
The fund is new and has limited operating history.
ALPS Portfolio Solutions Distributor, Inc. is the distributor for the ALPS Disruptive Technologies ETF. AAI is affiliated with ALPS Portfolio Solutions Distributor, Inc.
The author is not an investment professional and this article should not be considered investment advice. While the information and statistical data contained herein are based on sources believed to be reliable, the author takes no responsibility to ensure the accuracy of the content. Additionally, this article should not be relied on or be the basis for an investment decision. Information that is historical is not indicative of future results, and subject to change.
S&P 500®: A capitalization-weighted index of 500 stocks designed to measure performance of the broad domestic economy through changes in the aggregate market value of 500 stocks representing all major industries.
S&P SmallCap 600®: A capitalization-weighted index that measures the small-cap segment of the U.S. equity market.
S&P MidCap 400®: A capitalization-weighted index that measures the mid-cap segment of the U.S. equity market.
Indxx Global Robotics & Artifical Intelligence Thematic Index: The Indxx Global Robotics & Artificial Intelligence Thematic Index is designed to track the performance of companies listed in developed markets that are expected to benefit from the increased adoption and utilization of robotics and Artificial Intelligence ("AI"), including companies involved in Industrial Robotics and Automation, Non-Industrial Robots, Artificial Intelligence and Unmanned Vehicles.
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