Looking for sales motivation tips for your team? Or perhaps yourself?
Sometimes it can be difficult to regain motivation during a dry period. Even when opportunities are all around, we all need a push in the right direction.
We’re passing along some of the top sales motivation tips, compiled in a FitSmallBusiness article (originally published here in 2017). If you’re looking for slightly ‘out of the box’ ideas for lighting a fire under your sales team, we guarantee that at least one of these tips will resonate with you and your team.
P.S. Check out number 8, which is a sales motivation tip from our own Co-Founder, Mike Scher!
1. Reward the Sales Rep Who Gets the Most No’s
Dan McGraw, Fuelzee’s CEO, created a sales scheme where the sales rep who recorded the most “No’s” in a week would receive a $100 gift card bonus. The commission for a successfully closed deal is obviously much higher, but this recognizes that the more “No’s” a rep gets, the more times they will hear “Yes” too. Unsurprisingly, sales activity like cold calling nearly doubled as a result of the incentive combined with the competitive element.
When Zig Ziglar was asked about the value of being a “motivational speaker.” A man in the audience asked, “You get us all hyped-up then you leave and the motivation starts to seep away.” Zig reminded the man that taking a bath or a shower is the same, but we still think it’s a good idea to take a bath or shower once a day.
Sales motivation needs to be refreshed every day. The fact that it does not is important to understand. We all need to work hard to keep positively motivated on a day to day basis and gradually this just becomes the way we think.
Nothing is more frustrating and demotivating for a sales team than out-of-date technology. CRMs that made sense 10 years ago are often unintuitive and counterproductive to sales reps today.
New small business CRMs like Pipedrive more naturally embed in day-to-day sales work. Tasks are automatically flagged-up, the visual pipeline acts as a good agenda for weekly sales meetings and generating sales reports is simple and intuitive.
If you haven’t updated on CRMs in awhile, I recommend checking out our guide on the best mobile CRMs.
Jill Konrath, the hugely successful sales speaker, author, trainer and thought leader had her sales career transformed when a complete stranger exchanged business cards with her at a networking event. The business card he shared wasn’t actually a business card, it read “Never Say Never.”
Jill pinned the card by her desk and the message wormed its way into her mind. It gave her the confidence (on a daily basis) that the challenges she was facing could eventually be overcome.
Jill is now hugely successful and stands out as extra special for being prepared to share that earlier in her career she had her doubts and struggled with motivation, just like you and me.
Anthony Iannarino, the sales motivational speaker believes that the secret to long-lasting sales motivation is to answer the big question, which is “Why am I doing this?”
To do this you need to not only look at your personal goals, which will provide the information. But you also need to look behind them and ask yourself why you set these goals to find your inspiration.
“Why must you achieve your goals?” The answer to this question is what you need to keep front of mind. This could be to help your kids have a better life or it could be to keep the wolf from the door. It’s going to be different for everyone, but Anthony argues that it’s important to keep the “Why” front of mind.
Sayantan Das, ZingoHub
Being a master at what you do, belonging to a team that you feel valued and appreciated by and identifying with work that has real meaning and purpose has yielded great results with my sales team. Having a set of realistic goals, especially with the company being a startup, not only give our team a sense of achievement, but also induces them to choose to work harder!
AJ Saleem, Suprex Private Tutoring
Understand that selling does not have a constant result, and don’t be too demanding. Sometimes, a call you make now or an email you send now will have results weeks or months later. The key is to keep track of all leads in your sales pipeline, so you can keep nurturing leads and don’t lose them.
Mike Scher, FRONTLINE Selling
Companies need to invest in sales tools that accelerate the process of combing through leads, and creating more sales opportunities to close more deals. Even the most seasoned sales reps need help with new tools so keep their fires stoked by providing the proper training and support. There’s nothing worse than handing over a tool that ends up making the reps’ jobs HARDER so be sure they are not only trained on functionality, but its value as well.
One of the best ways to motivate and retain top sales reps is by making them feel valued, and showing your commitment to their success through purposeful investments will do just that.
Bob Bailey, Truth Collective, LLC
This quote is fantastic because it reminds you that the seller is not the most important, the buyer is. Seeking to understand your buyer with a few open ended questions helps to establish rapport, mutual empathy, and clarify their potential needs that you/your company may fill. No one wants to sit across from a sales rep and be power pointed on a product or service – no one. If you focus on their agenda instead of yours, you’ll both be much further ahead.
Michael Mehlberg, Modern da Vinci
Sales is about helping people – understanding their deepest problems, fears, and desires and helping them find solutions to help them overcome. Without sales, people are left on their own, wasting time solving problems they are not equipped to solve. With sales, we can find our customers, listen to their concerns, build relationships, and create/provide solutions that makes their lives, careers, and companies better.
Sagar Kogekar, Billbooks.com
When you provide an incentive, it’s a token of appreciation for an employee’s performance and definitely works as an encouraging factor. We at Billbooks don’t just commend big achievements, our employees also earn kudos for their small efforts. We organize an ‘employee appreciation day’ at the end of each month .
Incentives can be either in the form of money or non-monetary rewards. We motivate our employees with a simple thank you note, a greeting card that compliments their efforts, small mementos, cash rewards and sometimes heart-felt verbal praise also works wonders.
12. Don’t Sell Out of Your Own Pocket
Katie McCann, Maeve’s Method
Don’t count other people’s money for them. You may not be able to afford it, but that doesn’t mean that your customer can’t. They may really want or need your solution and the value that it adds to their business may more than justify the cost. When customers really need something, they find a way to make it work with their budget.
13. Follow the Threefold Formula
Shobha Ponnappa, Digital Entrepreneurs Network (DEN)
First, you have to trust that the impression of authority and authenticity you make at first contact will work on the prospect. You have to work hard on this one. Second, you cannot afford to believe that if you let go, the customer will run away. You cannot sell anything with that kind of paranoia. Third, you need patience to wait for the prospect to come back of his or her own accord to you. You have to give people that space and freedom to come back or go away.
Kevin Cundiff, Fortegra
Learn how to talk to informed customers. They’ve done a lot of research; give them some credit. In some ways, this ties back to educating your sales team, as informed customers will totally know if they’re bluffing. If your team knows the product back and front, they’ll likely be able to tell the customers something they “don’t” know, making their time with you more worthwhile.
Alessandra Ceresa, GreenRope
Instead of micromanaging your sales team (which does the opposite of motivate) why not set them up from the beginning with the right tools like mobile CRM, email templates, accessible content, and easy to read dashboards that let them view all their activities as well as their colleagues. When their lives are easier, they are happier, and more productive!
Rahul Alim, Custom Creatives
I like to show my team how close or far we are from weekly, monthly, and quarterly goals. If we are behind, we do a big push. If we are ahead, we want to crush it and get way far ahead. The motivation lies in the outcome of what we do. We all want the sense of accomplishment and acknowledgement from others. Motivate with facts and show compassion. It helps everyone. No one likes people with aggressive or scare tactics.
Tibor Shanto, The Pipeline
Like great athletes, great salespeople are motivated by achieving personal bests while also being key contributors to the team’s success. Keeping your team focused on the goal that motivates them to behave differently from the unsuccessful, and better than what got them to where they are.
Dimitri Zakharov, Impact Enterprises
This is the only real, lasting motivation. If you’re not confident in what you’re selling, then there’s no way your customers will be. Selling doesn’t have to feel like selling if you truly believe there is value in what you’re offering.
Joe Curtis, Unishippers
Create an environment that encourages fun and friendly competition from your team on a daily basis. When implemented correctly, a sales rep will strive to make every day their best performance day. Accountability doesn’t have to be complicated or intimidating. For example, at Launch Logistics, a bell is run every time a rep meets one of the key three steps in the sales process: once for an appointment, twice for set-up, and three times for customer activation. This way, everyone is aware of another rep’s accomplishments and will strive for the same recognition in front of their peers.
Christopher J. Croner, SalesDrive LLC
Team-building activities and service projects help salespeople feel more connected to their career, sales team, and community. This increased engagement results in a greater sense of pride and purpose which, in turn, helps sales reps to continue to perform at their best.
Mike Rodriguez, Motivational Speaker
My favorite sales motivation tip is sharing asking each of my sales reps 3 questions every day and hearing back from them on how they got on with the same 3 questions the previous day.
1- What are you going to CLOSE today?
2- What are you going to make PROGRESS on today?
3- What are you going to FIND today?
Meny Hoffman, Ptex Group
In our company we send a special internal newsletter to our sales people every Monday. This includes a good motivational video, a quote, and a reminder of how many days they have left to reach their monthly goals. It works like miracles, because it helps to get some gas to start the week on a positive note.
23. Selling Today is Different
Jared Weitz, United Capital Source
Clients are more likely to engage with a consultative approach vs a hard selling one. Today’s sale is one that is packed with facts, tips and useful information that will help the buyer. The days of hard selling and pushy sales tactics are long gone. So I recommend moving to a more consultative sales approach as it will be more valued by customers and more rewarding for your sales reps.
Molly Champion, TeliApp
My favorite way to motivate my team is to teach them methods to achieve success by having internal competitions that we call The Hunger Games. One competitive game that I use as part of this educational process is chess. Understanding others is key to the process of making a sale. Teaching sales staff how to understand the mind of their chess opponents makes it easier for them to understand other people.
Sean Burke, KiteDesk
Go back through old lost deals and try to revive them. They were interested at one point – maybe the timing is better now. Try changing up what you did previously. If you were making calls, move to social. If you were sending emails, make calls. You just need to shake things up and 1) do different things, and 2) do things differently.