National Sales Center

The Right Way To Motivate Sales Reps

Sales managers are always looking for a magic switch they can turn on to motivate sales reps. Good luck finding that switch. The issue of how to motivate sales reps is much more complex than some simple switch. Here is some advice on how to motivate sales reps the right way.

A career in sales is surrounded by negativity. A sales rep could make one hundred prospecting call and get rejected ninety times. The same rep could enjoy a thirty percent close rate, which means they get turned down seventy percent of the time. How many times can you hear “No” and still keep your spirits up? At what point do you start telling yourself you’re just not good enough to succeed in sales? No wonder billions are spent trying to motivate sales reps. Most of the money is spent foolishly.

Sales managers often do their best to motivate sales reps but far too many fall short of their goal. Too many can’t hide their frustrations and forget to include the word “constructive” in their criticisms. These sales managers know better than to read a Lost Order Report and find fault with their product, service or pricing. It’s always the sale reps fault.

Now let’s look at that main form of communications in most sales offices. I’m talking about office gossip and gossip is almost always negative. If you want to learn how to motivate sales reps, crush the office gossip.

Sales organizations are always struggling with how to motivate sales reps. They have Ranking Reports, quarterly and annual awards and “motivating posters” on every wall. I know of one Fortune 500 sales leader that held a major conference call and asked every sales rep to wear sunglasses during his speech. The theme of his lecture was “The Future Is So Bright, We Need Sunglasses”. I don’t know what he was thinking but making reps feel foolish is not how to motivate sales reps.

Then we have contests and trips to motivate sales reps. Unfortunately, due to budget cuts, the contest’s prize is often a $50 gift certificate. Do you think that’s going to motivate sales reps? As far as trips like President’s Club are concerned, more home office staffers than sales reps often attend them. That’s not how to motivate sales reps.

For all these reasons, I believe tenacity and resiliency are two qualities sales reps must possess. That said, there are things you can do to motivate sales reps.

How To Motivate Sales Reps

• You can’t motivate sales reps to achieve a goal that not theirs. Focus sales reps on their own earnings goals, which are always higher than the corporate goals.
• Crush the office gossip and send negative reps to your competition.
• Focus on improving skills through product, process and especially sales training. This gives reps solid reasons to believe tomorrow will be better than yesterday. Forget the “sunglasses” approach on how to motivate sales reps.
• Built a team with a “No person left behind” mantra.
• Establish realistic short-term goals and celebrate every success.
• Find creative ways to make sales prospecting fun and productive.
• Invite a client to one of your sales meetings to explain how they benefit from doing business with you.
• Treat every rep with respect and maturity.

Motivating sales reps is not a one-time event like hiring a guest speaker once a year. You motivate sales reps when you make it a day in and day out campaign. Managers need to understand that reps function in a difficult environment.  Managers must be on a constant search for de-motivating negative conditions and quickly address them.

How do you motivate sales reps? You do it with “Leadership”.

I wish you great sales success.

Nick

Tags: sales advice