Proven Ways to Motivate Your Sales Staff

There are many different ways to motivate a sales team.

Many sales teams hold weekly, monthly and quarterly contests on both the individual and team levels.

For instance, Dan McGraw, founder and CEO of Fuelzee, said that one of the best ways his company learned about motivation was by rewarding the sales team for “no’s.” Common rewards for reaching sales goals or benchmarks include leaving work early, attending a happy hour or maybe giving a trip to reward success over a long period of time.

Rick Hanson, a vice president for worldwide sales and field operations with Hewlett-Packard Enterprise Security, said his company uses FantasySalesTeam to award points to “players” (sales reps) for carrying out their daily tasks, like increasing a pipeline or closing a deal.

Another way to make sales fun is to reward reps with office/desk gadgets and games, said Kevin Baumgart, vice president of sales at Hireology.

Fun and financial rewards often work, but for some employees, the ultimate reward is the opportunity to get ahead in their careers.

Managers should offer incentives that help employees develop skills to move to the next level, including your own time, said Jeff Hoffman, a sales executive, educator and founder of Your Sales MBA.

As Hoffman wrote, “Most sales reps crave one-on-one time with a senior leader to share their thoughts and get an inside look into company strategy.” By offering a variety of rewards, you stand a greater chance of having a motivator for every personality type on your team and developing all of your salespeople into top-tier team players.

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