Your sales reps may be digitally savvy, but are they digitally motivated? It’s not unusual for people to stick with what they know, and it’s likely that your sales reps know print ads best—even if digital ads have been in their media kit for a decade or two. It’s not that they don’t want to expand into digital, but when one is accustomed to one way of selling, it’s hard to shift the brain and wrap it around another way—the digital way.
Are you taking steps to help your sales team make the shift to digital? If you’re short on ideas, here are four to get you started:
Of course, it always pays to check in with your team and ask them what will help them get highly motivated for digital sales. It’s usually not some monetary incentive—it has to do with things that build confidence and a sense of ownership. What are you learning from your sales team?