Sales reps drive revenue growth. But with the market changing, the purchasing patterns shifting, and remote work becoming the new norm, it’s becoming harder to motivate and engage the sales reps. Top-performing sales organizations recognize that high-achieving teams are not an accident but are intentionally created and nurtured by great leaders.
1. Set Specific and Actionable Goals
Goal-setting is the foundation of sales motivation. Your employees must be able to visualize success and have faith that they can reach it. Break down year-long goals into quarterly and monthly targets. It makes huge numbers seem less intimidating and gives them constant opportunities for victories.
Use individual and team objectives. Individual objectives foster personal responsibility, and team objectives foster teamwork and shared focus. Make sure your objectives are brief, concise, and meaningful to the salesperson and company.
2. Identify and Reward High Performers
Appreciation is a stronger driver than most managers realize. High producers need to feel that their work is noticed and appreciated. Build an award system for recognizing big and little wins. They may be monthly awards, public recognition in team meetings, or featured profiles in company newsletters.
Money rewards are a potential, but do not overlook non-monetary rewards. Time off in lieu, training, or additional holidays can inspire too. The secret is to know what makes people in your team tick and reward them accordingly.
3. Invest in Continuing Training and Development
Most salespeople would appreciate training and development in their career. Regular training sessions, workshops, and coaching reflect the extent to which you care about their success. Define the hard skills like negotiation skills and soft skills like emotional intelligence and communications.
Seek cross-training opportunities that will introduce the sales team members to the rest of the firm. Training them in marketing, customer success, or product development will make the salespeople more capable and confident. Offsite training sessions, conferences, and certifications show that you care about their career development.
4. Develop a Positive Team Culture
Motivation is highly influenced by culture. Build a culture in which members work together with, and not against, one another. Encourage knowledge sharing, give rewards to the team, and solve conflict quickly and equitably.
Regular team meetings, social events, and group assignments create strong relationships. If people enjoy the people whom they have the opportunity to work with, they will be more likely to remain engaged and committed. Example is established by the manner in which you lead, so get started by demonstrating the attitude and behavior that you’d like to share with the rest of the team.
5. Equip with the Right Tools and Technology
Nothing is more demoralizing to a sales team than having to battle legacy systems and manual processes. Give your team the latest CRM software, sales automation software, and sensible data analysis. A suitable technology stack can shift back-office work off the salesperson’s plate and enable them to do what they do best: sell. Likewise, so can outsourcing; for example to experts who specialize in ROI-focused online marketing.
Offer regular training on new software and systems. Your employees need to feel at ease with the technology, not irritated by it. Ask your employees to give you feedback on what is working today and what needs to be fixed or replaced.
6. Encourage Work-Life Balance
Burnout kills motivation more quickly than nearly anything else. Selling is a high-stress career, and work-life balance is the key to long-term achievement. Get your people taking time off, institute boundaries around evening or weekend contact, and don’t let the culture of overwork be celebrated.
Flexible working hours, compensation, and mental health benefits show your sales reps that you value them as human beings, not as centers of profit. Happy, rested salespeople sell more than disgruntled, exhausted ones.
Building Motivation That Lasts
Getting your sales force motivated is an active process that needs to be constantly monitored and refreshed. What drives individuals today needs to be changed tomorrow as your employees and markets change. Only through holding frequent meetings, asking for feedback, and maintaining open lines of communication do you stay attuned to the drivers that mobilize your people.
