4 Reasons Salespeople Dislike Staffing Trade Show Stands - And What To Do About It
Working at your company's trade show stands is often not an exciting prospect for a sales team. Find out the common reasons why employees don't want to go to conventions so that you can come up with fun solutions to the problem.
Common Objections To Staffing Trade Show Stands
Especially if your sales staff works entirely on commission, going out of town for a convention takes a big chunk out of their income. Leaving their usual territory means lost sales and, therefore, lost salary. They might even end up being unable to meet their sales quotas, which could ultimately lead to losing their jobs, so it's no wonder your staff is reluctant to go. Of course, this problem is easily solved: pay them! If you have some room in your budget, offer each salesperson a fixed amount for the time they'll be spending away from the office. Alternately, you could treat each solid lead gained at the expo as a sale, offering them a portion of their usual commission and credit toward their sales goals.
Any time spent at trade show stands is bound to conflict with regular appointments. Your staff will want to keep up with what's going on at the office with their regular clients, not to mention stay on top of the emails that will be piling up. Plus, chances are that many of your regular clients will be at the expo as well and your sales reps will want to spend time with them to maintain the account. It's difficult to manage everything and many reps will not want to stretch themselves so thin. To compensate for the extra work, be sure to schedule regular breaks for each employee so that they can get everything done. It's also a good idea to schedule the staffers according to their geographic zones. For example, if the show is in New York, have your California reps work in the morning while their clients are still asleep, then cover the trade show stands in the afternoon so the east coast reps can catch up with their own accounts.
Working at trade show stands can really be dull if the staff isn't properly prepared. A good way to combat this is to get the salespeople involved in the development of the display and deciding what the company's strategy will be. This way they'll be more engaged in following through. Another idea is to introduce a small competition; for example, the rep with the most leads at the end of the day might win a small prize, or if the team meets a certain goal then the company will treat everyone to a nice dinner. An engaged team is a productive team!
Fear of rejection
Since most salespeople are used to making their pitches over the phone, it can be difficult to try to score a lead face-to-face. They're used to being rejected on a phone call, but in person the prospect can be quite intimidating. A creative way to solve this problem is to reward rejection! It might sound silly, but it's a great way to make your employees feel better about being turned down. At the end of the day, have everyone share their rejection stories and award a $25 gift card to the person who's endured the most so they can turn a loss into a win.
If you're having trouble convincing your sales team to work at your trade show stands, find out what their objections are. Once you know why they don't want to go, you can find creative ways to get around those obstacles and get your team fired up for the expo.
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ABOUT THE AUTHOR
For unique, exciting trade show stands, New Jersey companies won't find a better partner than Skyline New Jersey. Not only do they create unique, show-stopping booths, but they will also provide valuable consultation for successful shows. For more information and to find the Skyline dealer nearest you, visit http://www.skylinenj.com/Contact-Us/.