Sales motivation is the key to success for any sales organization. Sales motivation is something that I’ve always struggled with. As someone who hates rejection, sales has never been an easy thing for me.
But over the years, I’ve learned that it’s all about mindset. If you believe in what you’re selling and have faith in your ability to close the deal, then half the battle is already won. But even if you have the right mindset, there are still going to be times when motivation starts to flag.
That’s why it’s so important to find ways to keep your sales team focused and productive.
Sales Motivation
Sales motivation can be defined as the psychological factors that drive salespeople to achieve their goals. This includes things like a person’s ambition, need for achievement, and competitiveness. Sales executives need to create an environment that fosters these qualities in their team members. Additionally, they should provide adequate support and resources so that their team can be successful.
Sales motivation can come from many different things. Some people are motivated by the chance to earn a bonus or commission, while others are more motivated by the opportunity to help others or be creative in their work. Whatever the source of motivation, it is important for salespeople to have a strong motivator to be successful.
The key to motivating employees is finding out what goals they have and then aligning those goals with the goals of the company.
Sales motivation is the key to sales success for any sales organization. Top performers know that managers play a vital role in creating and sustaining maximum selling energy. Our research shows that 55% of top performers agree that their managers are effective at motivating them, compared to only 32% of the rest. Of course, management isn’t the only key influence on sales motivation.
Sales Motivation Techniques
Sales people are human beings and they need motivation.
It’s important to keep in mind that every salesperson is different when it comes to motivation. Some may respond well to incentives while others might need more frequent check-ins and encouragement. By getting to know your team, you can better tailor your motivational strategies for maximum impact.
Here are a few strategies people use to motivate themselves:
1. Set relevant goals
Setting goals for your team is a common practice. The theory is that by setting goals and achieving them, your salespeople will be more focused and driven.
Unfortunately, not all sales teams have set effective goals for their team.
Many companies use goal-setting as a quantitative measure of employee performance, yet they often find that the process uses a lot of their time and doesn’t produce effective results. Goal-setting can be an important tool for motivating your team, but it is important to set goals effectively in order to see results.
That question begs another; how can goals be effectively set to motivate a sales force?
According to research by management consulting firm, McKinsey, companies should involve their employees in the goal setting and review process. By giving your employees a voice, you increase their sense of ownership, which improves their motivation.
Second, set your goals using the S.M.A.R.T. method. This is basically a way to make sure that goals are sensible.
This infographic was created by katemangostar.com.
Finally, the consulting firm suggests that your goals should be adaptable and changeable, rather than being static. The reality of the business world can change rapidly – what if a goal is no longer relevant?
With the current situation with the COVID-19 virus, how will that impact the goals and expectations of both companies and individuals?
According to an HBR report, setting multiple tiers of goals can help drive better performance out of your best sales reps`.
These are generally the people who are performing against your sales target, but they aren’t superstars or underperformers.
Here is what they had to say:
Core performers salespeople who were given three tiers of goals outsell those with two.
However, when the researchers looked at how star and laggard employees responded to different incentives, they found that the incentive did not significantly influence their performance.
Motivate Your Salespeople With Rewards
The Incentive Theory of Motivation states that people do things in order to receive some sort of reward for it.
The theory of operant conditioning, which was developed in the 1940s, suggests that people learn new behaviors and actions through positive and negative reinforcement.
Does this apply to motivating sales people? Yes, sometimes.
Money is a common reward for people. A meta-analysis by Harvard Business Review found that people are more motivated by cash than by anything else.
The bottom line is that money can matter to different people for different reasons. However, it is often related to other things that they value. For example, some people may view money as a way to achieve success, while others may see it as a way to maintain a certain lifestyle.
Money is a social construct, and its value depends largely on a person’s beliefs.
Some people are more likely to think or worry about money than others, and different people value money for different reasons. For example, some people may view money as a means to power, freedom, security, or love. By understanding these individual differences, you can tailor your rewards and incentives to better motivate your sales team.
If you want your employees to be motivated, you need to understand what they truly value and this will differ from person to person.
So, a good way to use incentives is to find out what it is that your sales team values.
A Sense of Purpose
In his new book, Start with Why, and in his TED talk, “How Great Leaders Inspire Action,” author, speaker, and consultant, Simon Sinek, explains how to find your “why.”
“The why is your purpose, your reason, your belief.”
It’s an intrinsic motivation, as discussed previously.
When trying to motivate your sales team, it’s important to consider both what inspires them on a personal level and what will inspire them to be more engaged with the company.
Some of the most common reasons that people give for why they want to be a part of a sales team include having more time with family, being able to contribute to a cause that can make a difference, wanting to help other people, needing to learn new things, and desiring to develop friendships or teamwork.
Aligning your salespeople with the values of the company can go a long way towards getting them motivated.
If you want to motivate your sales team, it’s important to be genuine about your values and live them out rather than just espousing them.
What are some practical strategies you can use for motivating your sales team?
Here are a few ways:
If you want to motivate your sales team, there are a few things you can do. Seek to build trust with them by being transparent and modeling what you expect of others. Focus on the key activities they can control, and give regular, constructive feedback. Celebrate and appreciate their efforts, and promote autonomy in their jobs. Finally, seek ways to make work fun and enjoyable for them.
How to Maximize Sales Motivation
We’ve witnessed organizations that value sales, where other business divisions and departments recognize the importance and value of salespeople. We’ve also seen companies where leaders support their sales force.
We’ve seen the opposite side of this as well.
If you want to motivate your sales team, you need to ensure that your company culture and environment supports them and helps them succeed.
It can be difficult to stay motivated in an organization with an unsupportive, chaotic, or toxic culture. When you don’t believe in the place you work or your employer doesn’t seem to believe in you, it’s tough to find the motivation to keep going.
When companies provide their sales people with a positive culture, they often feel more motivated.
A supportive culture and company can give sellers exactly the purpose they need. When sales leaders tap into this purpose, their sellers often dedicate themselves to action plans, strengthen their sense of ownership for achievement, and find the motivation to persevere in the face of obstacles.
Imagine if every seller on your team was driven by their own purpose. They would be selling not because it’s a job, but because they genuinely believe in the company and themselves. They would know that everyone at the company had their back and that everyone was rooting for them to succeed.
It’s quite a powerful feature.
How Do You Develop a Culture and Company that Motivates Sellers?
Sales leaders need to uncover what motivates individual sellers in order to help them build action plans and achieve their goals. Managers and coaches can help sellers by providing accountability and support. When you unleash purpose, the likelihood of unleashing sales motivation skyrockets.
When you unlock the power of your purpose, you open the door to unlocking your drive and motivation.
We’ve witnessed companies where sales is valued—where other business divisions and departments see the sales force as essential. We’ve also seen businesses where salespeople are highly regarded by management.
We’ve seen the polar-opposite effect as well.
If you want your sales team to be motivated, your culture needs to be supportive.
Anyone who has worked in a company with a negative, unwelcoming, or dysfunctional workplace environment knows why. It’s hard to be motivated when you don’t feel appreciated or supported by your company, or they don’t seem interested in helping you succeed.
When companies create a supportive culture for their salespeople, they tend to:
Imagine if every seller on your team was driven by their own sense of mission. They would sell not because it was a job, but because they believed in what they were doing. They would know that their companies had their backs.
It’s one of the most powerful things.
To motivate your sales team, you need to find out what motivates each individual seller, and then have managers or mentors help them set goals, create plans, and hold themselves accountable for achieving them.
When you find your purpose, you are more likely to have the motivation to make a sale.
Sales Quotes That Inspire Success
1. “I attribute my success this: I never gave or accepted any excuse.” -Florence Nightingale
2. Your attitude will determine your altitude, not your aptitude. -Zig Ziglar
3. “I was lucky because I didn’t give up on my search. Are you ready to give up too soon? Or are you ready to make a run for it? -Jill Konrath
4. Positive attitude is key to quality performance. -Jeffrey Gitomer
5. “If you believe in something, you will find a way.” –Roy T. Bennett
7. “Failure won’t overtake me if I am determined to succeed.” -Og Mandino
8. “What you lack is talent can be replaced with hustle, desire, and giving 110% every day.” -Don Zimmer
9. “All great achievements take time.” -Maya Angelou
10. “You are not required to win. You are obligated to continue trying to do your best every day. -Marian Wright Edelman
Conclusion
Sales motivation is all about mindset. To improve your sales performance, it’s important to find ways to keep your sales team focused and productive. By setting realistic goals, staying positive, and offering incentives, you can keep your employees motivated and help them reach their full potential.
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