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Motivar vendedores – muito além da comissão

Seja representante de vendas ou vendedores de lojas, manter esses profissionais motivados é um dos maiores desafios dos gestores e gerentes comerciais, principalmente em tempos de crise, como esse que estamos vivenciando com a Covid-19. Ignorar o problema não faz com que ele desapareça, inclusive, as soluções podem aparecer através de uma dinâmica com a sua equipe, abrindo espaço para novas ideias e visões diferentes.  

A cada dia que passa fica mais claro que motivar vendedores vai muito além da comissão – o conceito de que dinheiro é tudo está ultrapassado. O vendedor quer ser bem visto e não mais ter aquela imagem à moda antiga, vender por vender e se passar por chato. Ao mesmo tempo, sabemos que não existe venda sem entusiasmo, sem demonstrar interesse pelo ‘problema’ do cliente, que pode ser solucionado com um bom atendimento e um sorriso no rosto quando o produto atende às expectativas do consumidor.  

Segundo alguns especialistas, as pessoas tomam uma atitude com base em seus motivos pessoais, algo que se abre de dentro para fora, por isso é importante saber ouvir seus colaboradores, para que eles expressem suas motivações e juntos possam trabalhar em prol disso – por meio das vendas no varejo. Outra maneira é criar um ambiente motivacional, onde o líder de vendas se mantenha como um exemplo e referencial, que estimula todos ao redor e cria condições para que a motivação seja cultivada no dia a dia da equipe.  

Listamos 7 dicas para motivar vendedores:  

– Crie competições saudáveis por meio de gamificação. Essa estratégia fora da caixa promove dinâmicas de jogos no ambiente de trabalho, como por exemplo, criar um sistema de pontuação entre os vendedores. A proposta é oferecer recompensas aos melhores desempenhos, como treinamentos. Dessa forma cria-se um parâmetro entre os profissionais, estimulando a superação de desafios e metas; 

– Observe a sua equipe e elogie quando alguém for além do esperado. É uma maneira simples de reconhecer e valorizar o trabalho dos vendedores; 

– Faça reuniões semanais com o time para que eles participem com opiniões e sugestões. Integrar os vendedores nas decisões estratégicas faz com que eles se sintam úteis e parte importante do grupo. Até porque são os vendedores que têm contato aproximado com o consumidor e sabem o que eles esperam; 

– A partir das reuniões, defina metas alcançáveis por dia ou por semana. Manter um foco contribui para a motivação; 

– Sempre reforce para a sua equipe que mesmo as crises têm um fim. Esse momento é delicado e passageiro, então todo pequeno passo diário é considerado evolução; 

– Exponha para os vendedores outras situações desafiantes do passado que a empresa já superou, reforçando os aprendizados; 

– Ofereça treinamentos que aumentem a bagagem dos vendedores. Novas técnicas podem dar um gás no dia a dia do varejo. 

Com todas essas opções, já dá para começar a aplicar na sua loja. Lembre-se que pagar comissão é fácil, o difícil é manter o clima de motivação sem focar em novas perspectivas. Também não se esqueça de prestigiar seus vendedores e valorizar o trabalho desempenhado. 

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