Motivating Your Sales Team

Sales can be a tough job, and it can be hard to keep your sales team motivated to pursue leads and close deals day after day. Rejection is sometimes part of the job in sales, and that can make some days more difficult than others. Developing a solid set of strategies for motivating your sales team will not only increase your bottom line, but will increase team member satisfaction and retention. Taking the time to figure out how best to prepare and motivate your sales team is one of the best investments you can make in your organization.

Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. By the end of this course, you will be able to:

  • Discuss how to create a motivational environment
  • Understand the importance of communication and training in motivating sales teams
  • Determine steps your organization can take to motivate sales team members
  • Understand the benefits of tailoring motivation to individual employees
  • Apply the principles of fostering a motivational environment to your own organization

Create a Motivational Environment

  • Conduct Frequent Team Check-Ins
  • Train Your Team
  • Emulate Best Practices
  • One Size Does Not Fit All!
  • Case Study
  • Assessment

Communicate to Motivate

  • Regular Group Meetings
  • Regular One on One Meetings
  • Focus on Strengths and Development Areas
  • Ask for Feedback
  • Case Study
  • Assessment

Train Your Team

  • Focus on Training and Development
  • Peer Training
  • Mentoring
  • Keep the Focus Positive!
  • Case Study
  • Assessment

Emulate Best Practices

  • Look to Industry Leaders
  • Solicit Team Member Suggestions
  • Take a Field Trip!
  • Leverage Outside Expertise
  • Case Study
  • Assessment

Provide Tools

  • The Right Tools
  • Ask Team Members What Tools They Need
  • Provide High Quality Tools
  • Allow for Training
  • Case Study
  • Assessment

Find Out What Motivates Employees

  • One Size Does Not Fit All!
  • Find Out What Motivates Individuals
  • Discover What Motivates the Team
  • Tailor Rewards to Employees
  • Case Study
  • Assessment

Tailor Rewards to the Employee

  • Motivation is Personal!
  • Choose 1-3 Motivators
  • Employee’s Personal Goals
  • Reward Achievements
  • Case Study
  • Assessment

Create Team Incentives

  • Incentives Foster Teamwork
  • Team Goals
  • Choose 1-3 Motivators
  • Reward Achievements
  • Case Study
  • Assessment

Implement Incentives

  • Regular Incentives
  • Mark Milestones
  • Encourage Friendly Competition
  • Keep the Value Reasonable
  • Case Study
  • Assessment
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