How do you know if your sales team is doing the best they can? How do you get them to go above and beyond what they think is possible?

The answers may surprise you.

A recent State of Sales Performance Survey, done with companies like Ambition, Gong and Vidyard’s AA-ISP group for sales managers. The key to modern performance management is that it incorporates the latest trends in tech.

It’s not complicated at all.

Modern sales performance reps management is simply the best way to maximize your team’s potential and judge how you stack up against competitors.

This survey for sales team has the data you need to make changes, so start using it!

The survey for sales team uncovered the top 5 motivators. You can use these strategies to inspire your team today.


Have a Closer Look at Sales Performance Reps

The first step in evaluating sales performance is to ask what the reps want out of their job. After that, you need to figure out why they come into work every day.

I hear you say, “It’s obvious. They get paid to work for us! What else would motivate them?”

People often think about diversity in terms of race and gender, but there are other aspects to consider as well.

The question is, why do salespeople choose to work with you and your organization? A possible answer would be the salary or bonuses. But that doesn’t explain how they found out about my company in the first place.

The reality is that most of your employees are motivated the same way you are. They want to succeed in their careers and see this company as a place to do it.

They show up and sell because they want to help the company. If the company succeeds, it will give them an opportunity for success as well.

You Have to Trust Your Reps

The survey for sales team showed that you and your reps share the same top KPI’s, but on different scales. It is clear from this result that leaders and their team members prioritize things very similarly.

survey for sales team

No one likes to be coerced into anything. If you can provide a way for your reps to make more money, they’ll want to work with you.

You don’t have to trick them into doing what they should be. They know what is important and they will do it if you give them the right incentives.

You need to help your employees stay motivated.

Here are the top five things that improve sales performance by reps in a survey of 500 businesses:

  • Transparency
  • Recognition
  • Contests
  • Coaching
  • Awards and Bonuses

Performance Reps Booster #1: Transparency 

A common way companies motivate and incentivize their sales reps is with money, but guess what?

That’s largely wasted money.

Yes, cash incentives and bonuses are great for salespeople, but they’re not the only thing that motivates them.

In this survey, only 10% of reps reported that they’re primarily motivated by awards programs.

What motivates them? Information.

survey for sales team

Your reps need data to show them where they can improve. They want revenue numbers go up, but that’s not possible without it.

Scott Barker, Sales Hacker’s head of partnerships, says”

Sellers want to know the state of their team and how close they are to meeting quotas. Leaders need to be transparent about this information.

In the end, your sales reps want to know how their performance affects company success. They want to understand what it means for them and be confident that they are doing good work.

When a company succeeds, they hope to succeed and grow along with it. When the company fails, their employees are out of work.

Salespeople will be more interested when you show them they are an integral part of the team. When sales go down, these people come up with creative solutions to get things back on track.

A modern sales team should be operating like a sniper team, backed up with data.

Your salespeople need data to know when they’ve made a sale and how much. They also need the data so that if they make a sale, it helps them get back into the game faster.

The most important thing is to treat your reps like people, not just cogs in the machine. Give them data that they need and then let them do their job.

You’ll be surprised how much of an impact this simple change has on your bottom line, it will affect you in many ways.

Performance Reps Booster #2: Recognition

Public recognition is one of the best things you can do to motivate your team. It’s what over a quarter of my reps say got them fired up, and it helped make their day.

The goal of praising employees is to create a culture where everyone strives for success. It’s why companies have had employee-of-the-month programs for years.

A majority of the people I’ve interviewed want to feel like they are important. They want to know that what they do is valuable and makes a difference.

This isn’t just a millennial thing. It’s true for all humans, who are hardwired to enjoy validation from their peers.

We should celebrate all of our victories, big or small.

Praise your employees for overcoming obstacles. Success, no matter how small it is, should be celebrated.

One of the most important parts about managing a team is making sure that all members feel like they are an essential part. This includes even those who underperform

If you want loyalty from your sales team, the best thing to do is publicly recognize their success.

Performance Reps Booster #3: Contests

Companies like to use contests and competitions as a way of motivating their employees.

survey for sales team

Contests are a great way to motivate your team. They work by using public recognition and sales bonuses.

However, simply having a contest with no purpose would be pointless. It needs to have some sort of goal.

S.M.A.R.T goals are a good way to motivate your team and create lasting change in the company.

If you want to increase the number of leads, create a contest or identify what’s holding your team back.

Perhaps you’re experiencing a problem with your email correspondence. You can create a contest for the best-written or most effective emails and reward those who win.

Now you’re not just competing with them to get the job. You also have to show how your company can solve their problems long term.

Performance Reps Booster #4: Coaching

A lot of companies overlook the importance of coaching. 98% percent of reps said that they were more likely to stay at a company with development programs.

survey for sales team

Why?

Companies should consider the idea that if they invest in their employees, then those same employees will be more likely to invest back into them.

Remember that your team wants to feel like they are an important part of the company. Show them that by including them.

All those who will be entering the workforce in a few years, millennials”

Companies are looking for employees who want to learn skills that will help them throughout their career. If you’re not giving this, someone else will.

But coaching alone isn’t enough. You need good, effective coaching.

Almost half of the reps rated their 1on1 meetings as a 6 or below.

survey for sales team

You need to have a plan. Don’t wing it and never assume that the same advice is going to work for everyone.

Your goal in a 1on1 is to help the other person improve their performance. Figure out what they’re struggling with, and how you can help them get there.

Coaching is essential for everyone on your team, not just the top or bottom performers.

Performance Reps Booster #5: Awards and Bonuses

A lot of companies will use these as their first line of defense against low morale, but they should be used sparingly.

It’s important to reward your salespeople, but not in the form of money. You should focus on other incentives like recognition.

Getting creative is an important part of any awards program. It’s not worth buying expensive prizes when the purpose of the award was to help boost sales in a difficult time.

It’s easy to come up with fun and creative prizes that don’t cost a lot, but still motivate people. For example: lunch with the boss, better parking spots or bragging rights.

Money is a good motivator, but you can’t rely on it to do all the work.

Final Thoughts

To get salespeople to perform well, you only need to give them what they want.

Trust your team. Give them the information they need to be successful, and then watch as their performance improves.

survey for sales team


 

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Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.