How to Motivate Your Sales Team

How to Motivate Your Sales Team

Motivating a sales team can be a difficult task in modern businesses. It is important to develop strategies to motivate your sales team to increase the performance of your company. It’s simple – the more motivated your salespeople are, the more sales your company will have.

Motivation Strategies

  • Establish Trust With Your Sales Team – Trust may not be the first thing that comes to mind when you think about motivation, but it may be the most important factor. If your sales team doesn’t believe that their best interest is considered, they won’t be motivated to make sales for you. In order to motivate someone, they must be open about goals and concerns that they have, which won’t happen if trust has not been established. Being honest and straightforward with the members of your sales team will grow the trust.


  • Determine How To Manage Individuals Effectively – Everybody is different, and thrives within their own environment based on their personality. Because of this, not every salesperson should be managed the same way. Have a conversation with each individual salesperson and find out their preferences. For instance, ask them how they want to receive feedback. Ask them if they prefer praise and feedback publically or in private. You can even tell them to let you know if you do something that bothers them. By tailoring the way you manage your sales team to the preferences of individuals, they will be more satisfied and you’ll get the most out of them. Not only that, but being responsive to the preferences of your salespeople will solidify the trust they have in you as a manager.


  • Implement Performance-Based Incentives Performance based incentive work. They help to motivate individuals; especially sales professionals. There is a theory that they only work for the short-term, however, this isn’t always the case. Understand that academics that consistently publish ‘incentives are a fleeting motivator’ typically have tenure…you connect the dots. Performance based incentives don’t work for people who are just looking to coast; they’re highly effective for people who are hungry and already highly motivated. People who are hungry for sales actually lose their minga when their hunger isn’t rewarded.

  • Provide Regular and Useful Sales Meetings The keyword here is USEFUL. Sales meetings intended to micromanage and justify your position are useless. Having meetings where people collaborate with enthusiasm, share progress and ideas are highly useful and can serve as a reminder and re-energizer to a tired sales team.


  • Be a leader, a Coach, and a Cheerleader for Your Sales Team – Sales teams want a positive leader, who will motivate and provide positive reinforcement. If the team leader does nothing but criticize, micromanage and belittle then the salesperson is sure to lose their motivation fairly quickly.


  • Provide Opportunities for Professional Development This allows your sales team to learn about the latest techniques and network with other like-minded professionals. It can serve as a catalyst for real inspiration when you connect with people who inspire and energize you!