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How do you motivate your team when they are down?

My company has been going through a massive change in the last couple of months. We went from being a 500+ company to under 200 in 2 months, My team in particular shrunk from 15 - 4 and we recently changed many of our tools. Which has left the waters agitated with fear and confusion. To top it up my fellow reps haven't had an appoint the whole month, while I've had 3. They are down as down can go, scared that they might get fired (They won't they all rock and are great at their jobs, we are the 4 that are left for a reason). My manager asked me to do a huddle explaining that we won't get as many new leads as we hope and asked me to motivate them. I have a few ideas but to be honest I feel a bit of pressure (the good kind, the one that keeps me up all night thinking of new ideas)


I'm here to ask for advice from the best community!! My community!

๐ŸŽˆ Mentorship
๐Ÿ™ Mental Wellness
๐Ÿ’ช Motivation
19
MrPotter
Opinionated
+5
Trainer
Hey man, I feel you. It sucks big time that your company has been downsizing so hard. Bonding time can sometimes be a great motivator in a team, maybe consider renting a short movie online and watching it with the them at the end of a work week?
Kinonez
Celebrated Contributor
+9
WR Enthusiast
That does sound like fun! Any suggestions?
MrPotter
Opinionated
+5
Trainer
Stock broker movies are the best for sales motivation. Think Boiler Room or Wolf of Wallstreet.ย 
Show 2 more replies
AlphaCharlie
Politicker
+5
Account executive
First of all, let them know how proud you are of your team, you truly sound passionate about that!

Second, see what fires you can extinguish, what tools are essential, and who in the office can get them to master levels!ย 

Third, lead by example, show them how you are booking meetings, is there any script that's working for you or lack of, review your calls and their calls. If there aren't many new leads deep dive with them on the ones that can become an opportunity.

Last, tell them what you told us, they are the best of the best, and it seems that the leads are the reason why they are not reaching their quota, not their skills, let them know hoe much you trust their skills!
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Amazing input!! I am really proud of my team, they taught me so muchย 

There is AAA who is always relaxed and knows what to say and when to say it, he sounds so confident and smooth on the phone, I just love his style.

Then SSS is our tech guy, always giving us great tips on how to use our tools and ready to help anyone anytime, he only speaks when he has to, but every time he does we gives great value to our discussions!

Last but not least CCC he is the naive one of the group, eager to learn anything, he has spirit, energy and enthusiasm.

Together we are the ninja turtles and our manager is master splinter!! No prospect can defeat us, no new tools and confuse us, we fight prospects every day to find our ICPs and make a wolrd full of meeting for our clients!!
AlphaCharlie
Politicker
+5
Account executive
You see what I mean true passion!! And I loved the ninja turtle part hahaha you made this girl laugh.ย 

I would use their individual strengths to break the storm! My best advice is to tell them how much you believe in them!! Your passion will transmit to them for sure!
Show 3 more replies
bamageorge
Celebrated Contributor
+9
International Sales Director
Great post.ย 
Iโ€™d have to say that such company is doing a really poor job, if your employees are in constant fear of being canned that will ultimately ย affect their work performance and make them leave as soon as they have another offer.ย 
On the other hand, you must be doing something right so keep up the good work and continue being yourself. Be truthful, trust your teamโ€™s capabilities and find a way to motivate them.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
The changes are comming from a good heart, but they have been to much too soon, so they are scaring and confusing everyone.ย 

We try to do our best!!

Any tips on how to motivate them?
AlphaCharlie
Politicker
+5
Account executive
Do something fun, let them you care and they can count on you!! that always works!
Show 3 more replies
Jackywaky
Arsonist
+9
Senior AM
You're the man - great post
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Thanks Jacky! Any tips on coaching and motivating your team? Would love to hear your thoughts!
Jackywaky
Arsonist
+9
Senior AM
Trust + loyalty + respect. Key behaviors everyone should develop for the long-term game.ย 
Show 3 more replies
Chep
WR Officer
+10
Business Development Team Lead
Honesty. When I first started in sales my team lead was honest with me about everything and it made a world of difference when we struggled during certain months.ย 

Reminding people they are there for a reason and that they shouldn't be worried about losing their job does wonders๐Ÿค๐Ÿ”ฅ
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I do try to be honest above all! They shouldn't be, the cut was already made the ones that are left are here to stay!! But I see what you are saying 100%
No_ty
Catalyst
+6
Sales Dir.
Coffee afternoon with karaokeeeeeeย 
cifu
Opinionated
+1
SDR
pizza
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Pizza is amazing for sure!
goose
Politicker
+12
Sales Executive
I personally don't believe in extrinsic motivation. ย Extrinsic rewards are another topic altogether. ย 

Help them succeed. ย That's all you can do.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I see what you mean! any ideas of tips? anything is welcome!
goose
Politicker
+12
Sales Executive
What I would do is engage the team to be clear on present circumstances, expectations and what's in it for them if (when) they succeed. ย When expectations are met then I'd reward them. ย But, I'd let them figure out the "how" here.

That said, it sounds like your company is running out of money and you might think about your future with them.
Show 1 more replies
daddytime
Contributor
+1
Manager, Commercial Sales
Conflicted here because I think it says a lot about you that you're willing to take on this challenge.ย  I'll tell you though your manager needs to step up.ย  Part of leadership is being able to effectively message the "why" behind changes and keep the team engaged and motivated.ย  To put that off on you might say something about your leader.

I think it's important in times like these, if layoffs are happening, to remind that they are are still there for a reason.ย  They are the core performers and the group that the company needs to be successful to find their way forward successfully.ย  They each have a place and role in the organization and the organization should be invested in their success moving forward.


Anyway, just my 2 cents.ย  Good luck!
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Appreciate it! my manager is great at motivating us, today's meeting was more training for me than anything else, without our manager we'd be lost I tell you.ย 

I do appreciate your 2 cents for sure!! Thank you dearly!!ย 
Lenca
Politicker
+3
BDR
Coupl of dad jokes and they are back on track!
Flippinghubs
Opinionated
+7
Account Executive
agreed, this company is doing a really poor job
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