5 Basics of Influencing Sales Team Motivation

[jakariabd@]

Companies typically focus on compensation, bonuses, and incentives to get the best performance from their sales team . However, salespeople bring their own intrinsic motivation to their work, and organizations should harness that. So how exactly can you increase sales motivation for yourself and the rest of your team?

Here are five areas we recommend:

1. Culture and company
We have seen companies where sales is respected and where other business units and employees view the sales department as vital. We have seen organizations where salespeople have tremendous support from management.

Ultimately, if you want to maximize sales team motivation, your culture and company must support salespeople as much as possible .

Anyone who has worked in a company with an unsupportive, chaotic or toxic culture understands why. It’s hard to stay motivated when you don’t believe in the place you work, or your employer doesn’t seem to believe in you.

On the other hand, a supportive culture and company can usa mobile database give salespeople the purpose they need. When sales leaders use this purpose, their salespeople often:

Commit to action plans
Strengthen their sense of ownership of their achievements
Find motivation to persist in the face of obstacles
Imagine an army of salespeople who don't just sell because it's their job; they sell because their own sense of purpose drives them to reach their potential. They know their company, and the people around them have their back.

This is powerful stuff.

How do you develop a culture and company that motivates salespeople?
Sales leaders need to find out what motivates individual salespeople, then ask sales managers and coaches to help salespeople define their goals, create action plans to achieve them, and hold them accountable. When you uncover the goal, the likelihood of unleashing sales motivation increases dramatically.

2. Management
If a salesperson doesn't have a fire in their heart, it's very difficult to ignite it. But if a salesperson has even a glimmer of that fire, the right RP can help it burn brightly. Research has shown that elite performers are more than twice as likely to have RPs who make an effort to motivate salespeople.