How To Motivate Your Inside Team Through The Holiday Months
We’ve officially begun the holiday season and it’s important for us all to stay motivated. I’ve heard a lot of excuses over the years for not hitting goals in November and December like, “Executives are on vacation and not answering their phones” and “People are in holiday mode and not interested in speaking with me about their projects for the new year.” To me, these are all excuses, and I think that the opposite is true: Business leaders are in fact in the office planning for the next calendar and/or fiscal year, and they are interested in hearing what you have to offer them to make their next year’s performance that much better.
I really believe that if you keep the right mindset and the motivation high, you’ll be able to go above and beyond your goals this holiday season, and here are three steps that will help you to do so:
- Set high expectations from the top. My boss often says that historically December is the best month of the year for us in terms of generating a high number of qualified leads and he won’t accept excuses for not reaching our goals. If expectations like this are not made, it is easier for reps to get into a negative mindset.
- Run team contests. The holidays are supposed to be about having fun and being together. If you are used to running individual contests, try a team spiff where there is a team goal instead of a personal goal. You’ll find that your team really unites while working towards their number and this truly helps to keep the momentum going. Reward them with monetary incentives, a day off during the holidays, or a team outing.
- Create the right culture. Company culture is so important all year round, and maybe I’m a little too into the holidays, but it’s important to try to make the office a really fun place to be during the next several weeks. Set up some holiday decorations, create contests with a holiday theme, and plan an afternoon out of the office for a team or company holiday party. Over these past few years, holiday parties have been cut from many budgets. While this is understandable, there is no reason why a pot luck lunch or an afternoon of bowling can’t occur. An expensive event certainly isn’t necessary, and sometimes an afternoon away from the office or Christmas lights in the office is all that’s needed to keep sales people motivated.
Don’t let excuses stop you from hitting your numbers this month and next. Stay motivated and focused and it could be your best December yet!