In order for a sales team to perform and do what they are paid to do, which is sell well and bring in revenue, they need to be hyped up and motivated.
There are a lot of factors that come into play in the day-to-day of being a sales rep that can affect motivation levels, beyond the usual “turn up and do your job” that you’d have in any role. In sales, there are factors outside a rep’s control like the prospects might be telling them ‘no’ over and over again. It may be the wrong time in the year to sell (selling winter clothes, and it’s July). There may be some big disaster going on that’s affecting their ability to sell (like when airlines were affected by volcanic ash clouds) and you have to be able to counteract those.
Because the motivation of your sales reps will directly impact productivity and the bottom line.
There are lots of different ways to motivate your team and it’s not always about the big sales kickoff event, or top performers club. It can be much smaller and still effective – recognition in front of peers when you’re walking the floor, having a “wins” channel in Slack or simply announcing big wins over email.
We’ll delve into many aspects of motivation, but first let’s jump right into some tips you can use straight away to start you off.