The economy is hitting every aspect of business hard. However, if you are managing a sales team you have an even tougher challenge–motivation. The upside is, if you get this right you are in for big wins.

Expect Wins

Expecting failure is a sure fire way to get it. You should continue to expect performance even when markets are tough. Continue to set goals and demand people pull their mark. Simple goals setting for the team and individuals is critical. This fundamental exercise will drive people to exceed their own beliefs–as they see the team slipping or surging they will pick up their individual game.

If they don’t, you know where to go for your next cuts when you miss your sales revenue projections.

Encourage Creativity

Tough times require creativity and risk taking. Now is not the time to discourage that. Challenge people to reach out and find new ways to get prospects, pitch product, and close deals.

Make these innovations and kudos center stage at your sales meetings.

Rally Around Success

Every success is a chance to prove your vision is possible. Make every win, every met goal, every exceeded goal and turn it into a rally cry.

Don’t limit this to your own successes. Set-up the motivation board–tack up external sales team successes, competitor statements, stories of famous sales winners.

Michael Phelps’ coach was famous for tacking up articles in Phelp’s locker from people and competitors that said he couldn’t. Convince your team no one gets to tell them to quit.

No Excuses

Excuses are a cancer. They often invade a sales team and there is little prognosis of cure. Reject them out of hand and if they spread cut them out immediately.

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Bill Rice is the founder of Kaleidico, a leader in contact management sales software. He is a frequent writer, speaker, and consultant on marketing and sales. He is passionate about helping organizations execute more profitable sale management strategies.