About Nexsales

Founded in 2008 a B2B Marketing and Sales Solution provider, Nexsales is an expert in contact data management and lead generation. We work as your partner to provide you with accurate inside information and prospect intelligence that help you define your challenges better. We craft B2B marketing programs and combine targeted list building, telephone-based outreach, with brand strategy, social media, and innovations in technology and analytics.

Our Leadership Team

Milap Shah,

Executive Chairman & Founder

Milap Shah spearheads the company’s vision and growth initiatives.Leveraging his extensive management consulting experience in over 20 countries at the C-level, Milap builds strategic client relationships and leads full-scale solutions initiatives.

Prior to founding Nexsales, Milap headed the Asia Operations for Global eProcure, where he profitably grew the operations from early start-up stage to three delivery centers across the world; and developed a high caliber leadership team. As a Manager with Accenture’s management consulting practice, he led strategy, supply chain, global outsourcing and IT engagements for Fortune 500 companies like Deutsche Bank, Shell and SABIC. Milap was also named to the prestigious 2007 “Pros To Know” list, by the US-based Supply & Demand Chain Executive for his leadership in influencing decision making at the Board level and for his expertise in the supply chain and outsourcing fields.

Jay Kamdar,

CEO & Co-Founder

Jay Kamdar is the CEO with 30 years of management, sales, marketing and engineering experience.  Jay has led number of break-through technology startups from conceptualization to commercialization stages.

Most recently at MagSil Corporation, Jay led the commercialization of IP Portfolio generating tens of millions of dollars in licensing revenue. At  MoSys Inc as the head of Asia Sales he successfully drove multi-million dollar business engagements with global OEMs in Japan and Korea. Jay  was a Co-founder, COO and later CEO of Nazomi Communications, a pioneer in Java Acceleration Technology and a provider of multimedia & Java application processors. He drove Nazomi’s technology and chip products into cell phones made by world’s leading phone makers such as Samsung, SK Telecom, Sony and Sharp. At Sun Microsystems he was a senior group marketing manager responsible for Java processor products for Internet Appliances such as mobile, smart card, set-top boxes and Internet TV markets. Jay spent early years of his career with National Semiconductor in a number of positions, including Sr. Product Marketing Director for a $500M+ division.

John Pinto,

VP Operations

John Pinto is the Vice President of Operations. He plays a key role in leading the execution right from inception, overall campaign management and delivery for strategic client engagements.

John leverages his extensive experience in B2B lead generation and data strategies across verticals to help Global Fortune clients in the areas of B2B market mapping, market segmentation, tailoring their pitch to specific markets, and in successfully executing high ROI outreach programs. John has conducted and regularly conducts coaching clinics helping B2B Marketers with best practices in the areas of CRM data optimization, cleansing and appending strategies.

John has close to 13 years’ experience in managing key accounts in Logistics, Banking, High Tech and Telecom industries across Asia, North America and United Kingdom. John has helped clients like AOL, Vonage, and Barclays in driving sales and improving customer satisfaction levels.

 

Careers

 

How We Work:

We are polyglots…

We believe in using the best resources and processes for the job depending on the business need while maintaining a slight bias toward the tools the team knows the best.
What is more important is getting the job done and well!

We are innovators…

We believe that to be in front of the game you cannot walk the treaded path. We have developed innovative technology and processes such as our latest path breaking patent pending technology, FastSwitch™, is a live call automation system that enables our clients to directly have relevant conversations with the targeted prospects with access to in-depth prospect profile.

We are agile…

Agile methodologies mean different things to different people. For us, the most important part of Agile is doing what works best for the team, focusing on quick ROI and alignment to the business need. We are truly a global company. We have people in Seattle, California, Michigan, Florida and Mumbai. We’re pragmatic, not dogmatic. We’re never afraid to try to new things to see if they work and reconsider our positions if the situation warrants it.

We value our people…

We spend time regularly working on whatever we’re interested in. You will have ready access to Executive Management. Salaries are generous and ample vacation time. We work hard, We play hard!

Interested?

We’re looking for people who are interested in getting in on the ground floor of an incredible opportunity to build amazing software. Think you’ve got something to contribute to our exceptional team? We’d like to hear from you!You can mail us at career@nexsales.com

Contact Us

Corporate Headquarters: Silicon Valley

Nexsales Corporation
20660 Stevens Creek Blvd., #129
Cupertino, CA 95014 USA

Telephone: +1-408-831-3800
Fax: +1-408-831-3700

Asia Operations

Delivery Center 1
Plot 34 (Part), SEEPZ (SEZ),
Andheri (E),
Mumbai 400 096 India

Telephone:(+91)-22-2829-2381

 

Delivery Center 2
201, Wadala Udyog Bhavan,
Naigaum Cross Road,
Mumbai – 400 031 India

 

Delivery Center 3
First Floor, Unit No. E-3,
Western Industrial Co-operative Estate Limited, MIDC Marol
Opposite SEEPZ Gate No.1, Andheri(E)
Mumbai – 400 093 India

Sales Capacity and Pipeline Velocity

Scaling Sales Capacity and Pipeline Velocity

If you think of each sales representative like a manufacturing plant, then each person on your team has a measurable capacity.  A sales rep can “manufacture” X number of phone calls, leave X number of voicemails, send X number of emails, have X number of conversations, and so on.

Likewise, each sales opportunity has a sequence of such activities. Some sequences work better than others.  In some cases, an activity itself is missing, unnecessary, or inadequate.

Obviously, sales people attempt to reach many prospects who do not buy from your organization.  So, by definition, those sequences don’t work.  Then there are those sequences that take longer and/or result in less revenue than you generate from your best customers. In some cases, in fact most cases, the starting point was wrong. That is, the sales person engaged an account that was unlikely to buy or that was going to take more work to sell.  In other cases, the sales rep used the wrong sequence of activities or has sub-optimal activities within the sequence.  The rep talked when he or she should have listened.  He or she didn’t ask what she should have asked.  He or she used the wrong language.  He or she invested too much time with the wrong people in the account.  And so on.

Yes, reps have different skill sets and different talents, but can we all agree there is an optimal sequence of the right activities for each solution and segment? If sales leaders took the time to map out a hypothesis of the right activities in the right sequence, then sales could run experiments to test alternatives and gradually optimize sales production.

Optimizing the Top of the Sales Funnel

One such area ripe for experimentation is the front of the sales process.  This activity is time consuming and the yield is low.  An eight-hour day of dialing typically results in just a few phone conversations. Unlike manufacturing plant, the capacity and yields of sales people are not constant. Minor improvements in this resource-intensive, low-yield activity can have significant benefits on revenue production.

Sales leaders who looked at this activity in the high-tech industry designed numerous experiments using new technologies and divisions of labor.  In essence, one group of reps was optimized for finding opportunities and another group was optimized for closing them.  The benefits were enormous: time to revenue, lower expense to revenue ratios, better market coverage and therefore more rapid revenue growth, and, in the best companies, a deep bench of talent ready to step into opportunity harvesting roles.

The Looming Power of Big Data on Sales Production

Such experiments began over twenty-five years ago at high-tech leaders like Oracle and have been refined and improved many, many times by numerous companies.  Now, the next wave of sales innovation is coming.  Forward looking sales leaders are marrying big data to improve targeting and relevance on the front end with the use of technology and low-cost labor to unleash unprecedented levels of sales production.

Big data is removing many of the time-consuming burden of researching accounts and buyers.  The new possibilities with social media while promising can also be overwhelming for individual reps and very time consuming. Big data is now harvesting that unstructured data and looking for patterns to help sales and marketing target their efforts on the most likely buyers and use messages that are more likely to resonate.  At the same time, technology and low-cost labor is reducing the cost of dialing phone numbers, navigating IVRs, talking to receptionists, leaving voicemails, sending emails.  The result, instead of talking to four to eight prospects in a day, a sales person can now talk to that many people in an hour.  When I think of these two powerful forces coming together, one phrase comes to mind: pipeline velocity.

Tell me about experiments that you have done in this area.

Reinventing Telemarketing Through Innovation

Telemarketing is increasingly being frowned upon with lesser and lesser budgets being allocated to it. This is in spite of the fact that it is telemarketing is one of the most effective tools with higher conversion rates (about 27%). The problem – Telemarketing is Expensive! 62% of B2B marketers complained that lack of resources, staffing and budgets is top barrier to marketing success.

Why is telemarketing expensive?

Accuracy & Quality of Data:

According to a recent study by Brian Carroll and Nicolette Dease, it can take up to 240 dials to a sales ready lead using web generated leads because of low accuracy and lack of lead qualification. Only 9% of Telesales reported that they were supported by accurate data. The situation is worse in cases where marketers pass leads directly to Sales, which is detrimental to Sales success and lead to lower conversions because of the following reasons–

(a) too early in decision-making cycle to talk with Sales,

(b) not a decision maker or influencer – just gathering data or

(c) not sufficient budget

The Elusive prospect:

According to our research, on an average 84% of B2B telemarketing calls reach the voice mail. Only about 8% of the calls actually directly reach the prospect (assuming a highly accurate prospect database). If voice mails aren’t enough the inside sales representative constantly faces hurdles such as IVRs, Phone Trees and Executive Assistants. On a regular day, if the inside sales rep made 100 calls, he/she would get in touch with only 8 prospects, i.e. only one conversation every hour.

Hence, our telemarketers are spending a lot of time on the phone but are not able to achieve the required ROI because (a) they are being supported by bad data and end up reaching out to prospects who have left the company, not the appropriate role or not interested and (b) when they finally have the correct contact information, they find it extremely hard to get the prospect on the phone

LinkStreak – Relevant Conversations. Real Time, Every Time

Finding the fine balance between generating high-quality leads and generating a high volume of leads is the top concern of B2B marketers. We created LinkStreak with three objectives in mind:

(a) Overcome the telemarketing gap of not being able to reach the elusive prospect

(b) Increase the volume of leads as a result of telemarketing to levels comparable to other lead generation techniques

(c) Provide the necessary sales intelligence to improve the sales conversation and increase conversions

What is Linkstreak ?

LinkStreak is an innovative telemarketing solution that helps inside sales representatives engage in more than 8 relevant conversations every hour directly with decision makers. Powered by a patent pending FastSwitch™ technology and targeted 95% prospect data, it is a black box that finds hard-to-find influencers and decision makers and seamlessly connects them to you in a telephone conversation.

For more details, go to http://www.linkstreak.com/how-it-works/

Does it work?

A fast-paced technology startup achieved 6-month lead gen target within 1 month, by powering inside sales team to 330 live prospect conversations using LinkStreak.

“LinkStreak successfully delivered to it’s promise of teeing up relevant sales conversations. My inside sales reps now complete more conversations in 3 hours, than they did in 3 days.  Productivity aside, my team is focused on doing what they do best- having good conversations – not just hitting voice mails and gatekeepers. Phenomenal!”

President, Lead Generation Market Leader

Steal ideas, not content

Plagiarism, content duplication and newer Google algorithms that promise numerical weightings to content owners have fought the long war of providing us with Faster results vs Original results. That, we believe, is what gives makes social media its reputation of being unreliable this often. Blaming journalistic ethics, intended readership or even Google for this could be a huge mistake we make for Internet is yet to be an established communication tool; too virtual to be true.

Most blogs repost borrowed and unaccredited parts of others work because being interesting on Social Media is not just about having something to say. It’s more like screaming in a room full of noisy people to draw their attention to one’s product/service. Conventional approaches to advertising may find it a piece of cake but it isn’t quite so. Being fully aware of the consequences of pirating content is one thing and creating interesting bits of information every day, with a newer, more promising one is another.

Most blogs and its contributors would suggest against stealing; so do we. Although this much is true, we do encourage stealing ideas over content and strategies over credit. A case-study is so called because we can analyse the past applications and better our campaigns with improvised new-fangled data. For this very reason, we go ahead and steal the best content strategy ideas that have worked miraculously for most successful social presence endeavours. All you can eat:

  1. Write and ebook
  2. Use the hottest trend in Visual Content: Infographics
  3. If your content is contagious, it ought to go viral
  4. Include images and photos (interesting ones like this)
  5. Rewrite old posts for guest posts
  6. Establish a post exchange with other bloggers
  7. Use old posts as broadcast content for your email marketing campaigns (multi-channel approach)
  8. Answer questions from prospects and consumers on your blog
  9. Respond to a blogpost with a blogpost
  10. Create discount vouchers and share it on your blog
  11. Write an A-Z about your field of expertise
  12. Get other Industry experts on board
  13. Repurpose old data into YouTube Videos
  14. Compile your top most commented/trafficked blogposts and offer a free download
  15. If you must, steal ideas not content

New Year Resolutions for Marketers: What’s yours?

Resolutions are meant to be broken, not always, but they do hold a reputation for it. As every industry expert makes resolutions, lays them down and cares to share them with the world; we, at NexSales have taken the liberty to choose the best ones of the clan and present them before you. Even if you don’t follow each one of them till the end of time, they are sure to help you analyse your shortcomings. That, we believe, is a good place to start.

Here is a list of New Year Resolutions taken by various marketers around the globe in effort to adapt progressive field habits:

-          Spend more time getting to know people

-          Reduce, reuse, recycle: Content

-          Focus on traditional marketing but to think outside the confines of “traditional” PR

-          Listen to what my customers have to say

-          Try something new with every campaign

-          Try be a better writer; in 140 characters or less

-          Ensure to speak measurement upfront, not when asked by the client

-          Engage in SEO friendly idea

-          To slow it down and clean up my act when necessary

-          Improve website design

-          Approach technology and alternatives and adapt to them faster

If you think here is a resolution that matches your marketing needs, feel free to adapt. We also invite you to share your own resolutions below. Happy New Year!

 

Exploring Direct Marketing and Building Profitable Relationships

Direct Marketing enables communication with targeted groups of consumers and it helps you build profitable customer relationships.  It can help you achieve specific objectives such as:

  • Generate new business leads and sales
  • Increase sales from existing customers
  • Re-establish relationships with dormant customers
  • Increase customer loyalty

Direct marketing is an especially useful tool for small businesses because it allows you to:

  • Focus your resources where they are likely to generate the best results
  • Speak directly to current and potential customers
  • Track and measure how successful your marketing campaigns are
  • Test your marketing campaigns to see which ones work best

The most common form of direct marketing is direct mail– sending letters to targeted consumer groups through the post.  Direct mail is used by all types of businesses, to acquire and retain customers and encourage sales.  If you understand your customers and target your mailing effectively, direct mail can be a highly personal, highly successful form of marketing.

Another popular form of direct marketing is telemarketing– contacting targeted consumers directly by telephone.  Telemarketing does have some significant advantages over direct mail such as:

  • You can gauge the customers interest immediately
  • You can overcome objections more easily
  • You can explain complex messages more effectively

Telemarketing is particularly useful in business-to-business (B2B) marketing as people are more accepting of marketing calls interrupting them at work. Email Marketing is one of the newest forms of direct marketing and it is continuing to grow in popularity. According to figures from the Direct Marketing Association (DMA), email marketing has now overtaken direct mail in terms of volume.  Advantages of email marketing are that it is often much quicker and cheaper to produce an email marketing campaign than a direct mail campaign.

Whatever method of direct marketing you use, you must bear in mind that the success of your campaign depends on good planning, targeting and accurate, up to date data, because of the large amount of direct marketing sent, you have to work hard to make sure your investment doesn’t end up in the bin.

3 Dimensions to measuring customer engagement in B2B Marketing

To derive business success in B2B Marketing, a company needs to ensure that it drives customer satisfaction, trust and a positive rapport. This formula is especially effective when thinking about customers – their experiences; what you want them to feel, think and do; and what kind of processes and systems you need to build to support them.

This is an area that can get extremely complex but one of the simplest ways is to look at the three dimensions of Recentcy , Frequency and Value that has been discussed often by marketing practitioners around the globe. This model suggests the following:

- Recentcy – when did they last purchase from you
- Frequency – how often did they purchase from you over a defined period
- Value – how much were they spending either as a total amount over the period that frequency is measured or as an average

This approach does have one fundamental assumption though and that is that you can identify who you customers are! Customer Interaction follows as you get the above steps right. Customer Interaction methodology is used to align Customer Experiences with Brand Promises through appropriate Business Processes. This results in customer interaction practices that are essential for long-lasting, profitable customer relationships. B2B marketing is about long-lasting relationships, this customer engagement should be on your priority list.

Marketing Sherpa B2B Summit 2011: Insights from the insiders

Having been a part of two of the most impressive and informative summits of the year; Marketing Sherpa B2B Summit 2011(Boston and San Francisco), we at NexSales see no reason to keep the knowledge and marketing tips from you. Here is a list of some amazing ideas that were shared at the summit by our very own industry experts. We don’t guarantee you a definite increase in ROI, but you’re sure to go back to work on Monday with a bunch of insights you could implement in your campaigns.

Here is a list of ideas we’ve compiled, which have generously been shared by Dr. Flint McGlaughlin, Kristin Zhivago, Jay Baer, Daniel Burstein and many more B2B experts present at the summit. Pick the ones you like, use them a_quote_a_day, create a calendar/scrap book or just reblog them; whatever you do, don’t ignore them:

• Landing Page Headline is your pickup line
• Visitors to your landing page don’t “land,” they STEP, with their back foot still in the search engine or the email
• Stop seeing emails as subject-lines & landing pages, rather, look at them as micro-decisions to help you guide prospects and customers towards a call-to-action
• Use email to highlight ONE thing; not a magazine; THEN use landing page to add value & address objections to get to conversion
• Brutal honesty and authenticity are two qualities of great marketers
• The goal of your email is to sell the clickthrough to the landing page, not to sell your product
• Think of the decision making process as a series of micro decisions
• Prospect is not looking just for CONTENT, they are seeking MEANING
• An ideal Email copy shouldn’t take more than 30 seconds to read
• An image can do two things: support the value proposition or draw the eyes – every image should contribute to the meaning or be cut
• We don’t ‘expect’ value; we ‘assume’ it will be given — but we often see perceived cost overweigh perceived value-need to change
• Flow of an email is the key to taking the conversations step by step. These are your micro value decisions that will be leading to the central value propositions
• Learning how to help customers make better decisions – THAT is good marketing
• When the value exceeds the cost, you are optimizing for maximum conversions
• You can’t be on a deadline and have an argument at the same time.
• Current customers will teach you how to sell to new customers
• In marketing, imitation is the sincerest form of stupidity
• Buyers won’t tell you the truth (about you and your offer) when you are selling to them – but after selling is over, they will
• Less than 1% of Twitter users turn to Twitter as first customer service contact
• You have to find a way to answer the social telephone. Social Media is just as important for customer service as for marketing
• Focus on being social, not doing social – the tools will change for sure over time
• Only 7-10% of those subscribers that like your Business page, actually see your status updates
• B2B buyers talk to you only when they have obtained 60% of the info they need
• Social media without content is a one-legged stool
• Social media success: find and tell customer stories, use to convert new customers, turn into new stories, repeat
• B2B customers use social media (86% of technology buyers). Social media is more important for B2B
• Social media is not inexpensive, it’s just different expensive. You’re trading media dollars for labour dollars
• 81% of adults use social media. Do you still think that your customer doesn’t use social media?
• the purpose of lead scoring isn’t to replace Human Touch, it’s to prioritize where that touch is needed most
• Cheap data is really expensive!
• Highest cost purchased leads (pre-verified by phone for target responsibility) resulted in lowest cost per qualified lead
• Relevant content is about enabling the conversation from early interest to purchase intent
• B2B marketing and lead generation are all about building relationships – We do business with trusted relations
• Make your prospects look like a hero to their boss and half your work is done
• Automated voicemail reminders to attend webinar causes attendance rate to double
• Don’t rush into your call to action. It should come only after logical steps that PREPARE someone to be interested

…Because you were guessing: Marketing Mistakes to be wary of

Feeling broken and over-worked even with your marketing efforts lately? Do people take every chance to tell you that ‘marketing standard have been low very often’?

There has to be something wrong you’re doing. Not that you don’t know your work. Infact, we argue that you know best, which is why you are, where you are. Everyone makes mistakes and takes hasty decisions, specially us marketers. Given the tight deadlines and delivery pressures, we’d be surprised if you didn’t. The biggest mistake, although, you could ever make: Guessing!

There’s absolutely no reason for you to not know what your customers are thinking. We spend way too much time in “I think I know” land especially when it comes to customers. We make huge decisions based on “my best guess is” or “it seems like…” without so much as assessing the consequences.

Mistakes like these have been made before and you know you’re guessing too much when…

  • You call a certain Mr. Smith on Eastern Time because his Company profile mentions its Headquaters placement in NYC only to find out thst he operates out of California (Pacific Time)
  • Your carefully planned marketing campaign wasn’t well recieved because you assumed the presence of your target audience on a certain social platform whereas they were active on another
  • That email body you spent hours formating didn’t generate enough clickthrough rates because you provided content that YOU thought was relevant
  • During a LinkedIn group discussion, you ignored a certain lead because you weren’t certain if the person was ‘interesting’ or ‘interested’ with regards to your business
  • You send out an email with the same headline for two consequent campaigns and assume it will do well for the second time because it worked for the one before
  • You mention a prospect as a customer to another assuming they don’t know each other
  • You discuss your company’s accuracy rates boasting effenciency without complete knowledge about prior campaigns with that customer

Tonight when you sit down to evaluate your previous campaign, plan for the future events or even ponder upon this day, don’t forget to erase all presumptions and replace them with decisions made after careful factual evidence. For its possible to feel a little bad if you lose out on a prospect due to a misleading marketing report. But ever imagined being unable to close a deal all because you were doing a little guessing?

NexSales at the Marketing Sherpa B2B Summit 2011: Day 1 overview

We’ve heard that a day spend both learning and having fun is a day well spent. This is exactly what we had in mind when we designed B2Bingo for the Marketing Sherpa B2B Summit 2011; a game you play with your phone or tablet as the speakers progress with their speeches to win exciting prizes. Day 1 of this game was intriguing as we witnessed people like: Julie Waite, Daniel Burstein, Michelle Loban, Tod Lebo, Paul Clowe and many others actively participating and tweeting to us.

Talking of Speakers, it was a wonderful experience for marketers to receive training from Dr. Flint McGlaughlin, Brian Carroll, Jeffrey Rice and Jen Doyle from the MECLABS team, as well as more than 20 B2B marketing experts who shared their experience and tested successes.

The B2B Summit 2011 was crafted to ensure that- every session, every speaker and every piece of content would help attendees in tangible ways to meet and exceed goals. Summit attendees, learned how to engage their ideal customer with relevant content, generate more high-quality leads, accelerate leads through the marketing/sales funnel, optimize their lead capture pages, successfully integrate social media in their leads program and much more.

This summit and its speakers exceeded the attendees’ expectations. Confirming this, Lynne Brash, Technology Evaluation Centers said, “This event exceeded my high expectations and is probably the most practical marketing event out there for those in the B2B space. Every session looked at issues everyone’s facing, and provided real examples and solutions. The challenge for any event attendee is to actually implement what you learn, but that was not a problem at B2B Summit. MarketingSherpa provided takeaways and action items from every session, to make sure that I could make real change when I returned to the office Monday morning. That is what made this event so special.”

If not for reviews, you can search twitter for #B2BSummit and witness the overflowing timeline for yourself. Brace yourself for Day 2 of the Marketing Sherpa B2B Summit 2011 and get ready to participate in B2Bingo round two. Tweet to us at @NexSales, under the hastag #B2Bingo for any queries and we will gladly assist you. Don’t forget to drop by at table 15 to collect your goodies. We’ll see you at the summit.

7 ways to keep your Sales Team motivated: B2B Sales Tips

Many managers mistakenly think that money is the prime motivator for their employees. However, according to surveys by several different companies, money is consistently ranked five or lower by most employees. So if money is not the best way to motivate your team, what is?

Employees’ three most important issues according to Kelly Robertson from FrugalMarketing.com are:

  • Respect
  • A sense of accomplishment
  • Recognition.Yes, money is important but it is not as critical as these other components. Taking these into consideration, let’s explore seven ways to keep your team motivated:

    1. Involve them:

    Many employees want to be involved in the ongoing development and progress of their company. Plus, they often have insightful ideas that can make a significant difference in the company. And when they are involved, they buy-in faster and resist less. This means you can implement the change(s) more quickly and easily.

    2. Communicate:

    Very few businesses can be accused of over-communicating. A frequent axiom in business is, “No news is good news.” However, employees want regular updates on the progress of the business and their personal performance. Use memos, email, telephone, and one-on-one and group meetings to keep your team apprised. Talk to your team members regularly, have lunch or coffee with them, Let them know if the business is on track.

    Tell them what challenges are currently being faced (they may have suggestions). It is also important that you give them feedback on their performance. If you have a concern with a specific component, tell them and give them the opportunity to correct their behavior. When I worked in the corporate world I was always surprised how many employees did not receive feedback of any kind pertaining to their performance.

    3. Celebrate individual and team performance:

    Catch people doing something right and focus on recognizing excellent performance.

    On an individual basis you can provide positive reinforcement, issue awards, use a corporate newsletter to highlight specific achievements. Send thank-you, birthday, and anniversary cards as well as congratulatory notes. Make personal phone calls, and send emails. Better yet, if you work in a large organization, have a senior executive send the email or make the call.

    To recognize team efforts, post performance charts on the wall or throw an impromptu get-together., Treat them to lunch or a pizza party, post team pictures on your Intranet and in their work environment or give them plaques, certificates, coffee mugs, etc.

    Ultimately, the more of these approaches you incorporate into your motivation strategy, the more energized your team will become. Make it a point to recognize someone everyday.

    4. Set challenging goals:

    Experience has taught us that people strive to achieve what is expected of them. If you set challenging goals your team will work hard to accomplish them, providing of course, they are realistically attainable. It is amazing what people can accomplish when they are given the opportunity to perform. Communicate these goals and keep your team informed on the company’s progress.

    5. Give them the tools to succeed:

    No team will stay motivated if they do not have the necessary tools required to do their job. This includes; equipment, internal support, inventory, marketing materials, training, etc. Simple things annoy people. Many years ago I worked in a restaurant where the owner refused to give the servers trays to carry drinks because he thought it was an unnecessary expense. Frustration ran high when servers had to make more trips to and from the bar.

    6. Manage poor performance:

    Your team expects you to manage individuals who do not perform to standard or contribute fully to the efforts of the team. However, many managers ignore poor performance because they are afraid of the potential conflict. Instead, they hope that the situation will resolve itself. It never does and this “blind” approach affects profitability, causes higher turnover, and contributes to low morale in the workplace. While poor performance and conflict are seldom enjoyable to deal with, you have a responsibility to your team and the company to manage it. Here is the B.E.S.T. method of dealing with these situations:

    Begin with the situation. “Pat, when we receive a shipment and you expect the others to put it away…”

    Express the result. “…it causes friction because everyone is expected to pitch in.”

    State the desired change. “In the future I expect you to cooperate with the rest of the group to ensure that the shipment is stored quickly. This means I want you to stop whatever you are working on and help put away the stock.”

    Tell them the consequence. “If you don’t contribute to this task I may be forced to take additional action.”

    7. Lead by example:

    If you want your team to treat each other with and dignity, you need to set the tone. If you expect them to be motivated and enthusiastic it is critical that you behave in this manner. As an owner, manager or business leader, your team looks to you for direction and guidance.