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Best Sales Motivation Techniques: Tips On Motivating Your Sales Team

Motivation is an integral part of making sales consistently. Whether it’s being motivated enough to keep following up with leads or being willing to thoroughly answer the prospect’s questions, the ability of your team to stay focused and engaged in the challenges they face will ultimately decide how many sales your company makes.

Because of that, smart leaders understand just how crucial it is to keep your sales team motivated and excited to tackle the challenges that lie ahead. But finding the right sales motivation techniques to tap into the inner drive of your team isn’t always easy.

To help you get started, let’s explore eight powerful sales motivation strategies that have been proven to work and generate excitement, a consistent effort, and a drive to succeed in sales teams.

Why Motivation is Essential in Sales

Motivating your sales team can be tough. Each person is unique and will respond to different incentives or encouragements, which is why it will probably take time until you discover what works best in your situation.

However, while the process does take effort, it’s very much worth it over the long run. 

For one thing, ensuring your employees are motivated is the only way to maximize the sales opportunities that you generate. Each lead that you bring in costs money, so you need to be sure that your sales reps will do everything in their power to close the sale and not give up too early.

Unmotivated and frustrated salespeople can end up going through the motions, doing the bare minimum, and not actively looking for ways to improve performance or to gain more sales.

Another considerable advantage of having a motivated sales team is that they will be results-driven. When your sales reps are engaged, they will look for ways to streamline processes, focusing on tasks that bring in the biggest returns and offering suggestions on how to automate or eliminate redundant processes that suck up a lot of time. 

You also want your team to be motivated enough to push through challenges and stay persistent with each person they talk to. Many leads will seem impossible to break through only to become the best customers your company could ask for. And the only way to ensure they stay with you and not go to the competition is to keep engaging with them until the sale is closed.

Finally, you can only expect to retain salespeople that are motivated and happy at their jobs. Good sales reps are always in high demand, so you can be sure that your team will regularly get offers from other companies, which they will be much more likely to consider if you fail to properly motivate and engage them. 

Best Sales Motivation Techniques

To achieve the best results, you must employ multiple sales motivation techniques, each building on the others to provide your employees with a safe, productive, and engaging environment they feel comfortable in.

Let’s go over seven techniques you can use to put your sales reps in a position to succeed and keep them focused on sales and the goals they need to achieve. 

Focus on the Right Activities

Many managers make the mistake of emphasizing results above all else. They believe that they are providing employees autonomy by giving them goals instead of processes, but sometimes that can backfire and reduce your team’s performance.

Sure, autonomy in sales is essential, but only if you give your team the right tools and processes to succeed and then allow them to build on them independently.

What that means is that instead of focusing solely on results, you should help your salespeople recognize how they are spending their time and encourage them to reevaluate each task that they go through every day.

By breaking down their daily schedule by productivity and the results that each activity generates, you can start identifying the most productive activities and zero in on making them the top priority. 

Then, you can constructively look at what tasks might be eliminated and automated and make the most productive activities the central part of every day. That alone can have a huge impact on the bottom line, changing processes across the company and continually reevaluating the best practices that your sales team follows.

And if you’re using remote employee software for managing your sales reps that are not in-office, you can even see the specific activities they are working on and help them discover better ways to plan out their day. 

Provide Autonomy

As mentioned before, autonomy is a crucial part of any successful sales team. But autonomy must be clearly defined and enabled in a proven framework that your employees can build on.

However, once you establish an effective sales plan and provide tools for automating tasks, you should allow your team to further enhance their performance by identifying what works best for them.

Salespeople have different personalities, sales approaches, and ways of dealing with clients. Instead of making everyone go through the sales process the same way, you should encourage innovation and autonomy as long as it delivers the results.

At the same time, make sure to regularly discuss the results and encourage your sales reps to share what they’ve found to work best. That way, each person can learn from the others and implement sales tactics they deem worthwhile.

Listen to Feedback

The only way to keep employees motivated and happy is to ensure they don’t hold any grudges. But unless you’re willing to listen and are open about accepting feedback, your sales reps might be hesitant about coming to you with their frustrations, suggestions, or observations about how things are currently run. 

Therefore, one of the most critical sales motivation techniques is to make it a habit of talking to your sales reps in a more informal setting where they can feel like the thoughts they express won’t impact your perception of them or their work.

If you want to get your sales team to open up even more, you could set up anonymous surveys, where people can share input about leadership, sales practices, work environment, company culture, and anything else that’s important without fear of reprisal. 

By listening and taking action accordingly, you can prevent minor issues from snowballing into big ones, take advantage of the valuable feedback you receive, and improve sales performance in the process.

Provide Adequate Compensation

Compensation is an aspect of sales motivation that can either enhance or nullify every other technique discussed in this article. 

If used effectively, it can act as a building block that allows you to continually grow your sales performance and ensure that your sales team is operating at its very best. On the other hand, without the proper compensation structure, every other motivation tool you could employ will not have the desired impact. 

First, you must provide a stable and adequate compensation that doesn’t solely depend on the number of sales that the rep generates. That reduces stress and boosts job satisfaction, increasing the likelihood that the employee will stay with you long-term.

But at the same time, you must provide plenty of incentives for matching or exceeding goals, using bonuses, sales commissions, and even non-monetary incentives to drive your employees forward and keep them fully engaged at making as many sales as possible.

Create Growth Opportunities 

Your sales team members will only be motivated if they know they can advance their careers in the process. Staying in the same position (with the same earning potential) is fine for a while, but eventually, most people will start to look for ways to leverage their experience into something better.

And if your company doesn’t nurture a culture where growth opportunities are available, they will likely start looking for those opportunities elsewhere. 

Because of that, it’s crucial to clearly establish the path that your employees can take when they join your sales team. Whether it’s growing from a sales development rep towards becoming a sales executive or even eventually transitioning towards an account manager role, you need to create growth paths your employees can use to advance their careers and become better.

In fact, you should actively engage with team members, asking them where they would like their career to go next, and providing them with resources, training, and practice opportunities to transition into the roles they want to fill in the future.

That’s not only an excellent practice for motivating your employees, but it’s also an amazing tool for boosting employee retention. And at the same time, it will help ensure that you can fill critical roles from within instead of having to recruit new people. 

Celebrate Wins

Sometimes, the simplest sales motivation techniques can be the most powerful. And taking the time to celebrate wins can be an effortless way to create more positivity around each goal your team manages to reach. 

Whether it’s a simple compliment on a job well done, a little get-together after work, or even an announcement on the bulletin board commemorating excellent performance, company leaders should take the time to recognize when someone does their job well, as it forms positive associations around putting in the effort and doing your best.

In fact, celebrating is good for your brain and helps reinforce good habits. Learning to appreciate even small accomplishments releases dopamine, which rewires our brains to seek out the same feeling again.

On the other hand, if wins are shrugged off or ignored, the reward element becomes missing and could lead to a drop in motivation, even if every other sales motivation technique is implemented. 

Nurture a Positive Atmosphere

Nobody wants to work in an environment that’s full of stress and lacks the interconnectedness that most people rely on. But unfortunately, sales teams won’t always bond naturally and may require a nudge from the managers.

Whether it’s organizing regular get-togethers to help sales teams bond in an informal setting or even using team-building activities to improve camaraderie while also working on key skills, there are numerous ways you can nurture a more positive workplace atmosphere that will encourage communication, collaboration, and sharing of responsibilities.

Maintaining a happy workplace means that people will be much more likely to stay motivated because they will feel part of a team and will want to contribute to the larger goals that you set out. 

Bottom Line

Keeping your sales team motivated is a challenge many leaders struggle with. And without a structured plan, even the best sales reps can start to lose focus and neglect some of their key responsibilities.

But if you use the sales motivation techniques listed above, they will have a cumulative effect, creating a well-rounded work environment where each team member can find their role and thrive in it.

Marketing Manager @ TaskDrive Actively participating in the digital marketing world more than 5 years. Currently making sure that our website content is up-to-date and our blog is filled with easy and useful sales and marketing guides. Very passionate about dogs, topics on spirituality and Unicorns.

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