Keeping your sales force motivated is one of the biggest challenges facing sales managers today. This is becoming even more difficult as more corporations push their sales people to stay in the field longer, often times working from their mobile office, i.e. the car. Here are 5 quick tips to help you keep your people motivated while they're out on the road.

1.) Offer an incentive which helps keep them focuses, while helping you monitor production. One idea that works well is to hold an ongoing short term (2-3 weeks) contest. Ask your sales reps to grab a business card at every client's office they visit. Have them write their name on the back of the card and then toss all the cards into a large fishbowl back at the office. Pick a winner based on the highest number of new cards, and reward the winner with a new mobile office tool. Such as a new laptop bag, laser mouse, portable laptop desk, or anything that will make their life easier and more productive while on the road.

2.) Ask for frequent group communication in the form of telephone "huddles". A big de-motivator for mobile sales people is the lack of feedback and communication from their peers. A regularly scheduled group huddle is a great time for them to share stories on what's working, recent sales, and also a great time for you to communicate anything needed from management. Keep these calls to 15-20 minutes at the most, or you'll create tension by taking them away from an already hectic schedule.

3.) Ride with your reps on a scheduled basis. Managers seem to love the "surprise pop-in", while sales people loath it. And that doesn't necessarily mean they aren't working as hard, it just means they want the respect of a scheduled appointment, just as they offer to their clients. Invite yourself to ride with a rep at least two days in advance, and let them know that you're intentions are to just catch up and see how things are going in the field. Make this a positive interaction, and you'll be invited back as a wing-man sooner than you'd think.

4.) Answer your cell phone, enthusiastically. You would not believe how motivating that can actually be. With a mobile sales force they often don't call unless they need something. And when they need it, they're typically in a hurry. Try to answer their calls, provide quick solutions to what they're asking about, and be very mindful to never act as though they're interrupting you. This may seem like Management 101, but this is a problem area for many sales managers.

5.) Offer information to help your team become more successful while working from their car. The mobile office can be a challenging environment on many fronts. Cluttered seats, stiff back, dead batteries, and spilled coffee; the perils are endless for the mobile pro. Help your team adapt to the environment by providing them the essential tools, along with the tips needed to make the most of their day. The last thing you want is them driving from one coffee shop to another, just trying to find a comfortable chair!



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