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5 Key Influences on Sales Motivation

blog author
Written by Mike Schultz
President, RAIN Group

To optimize your sales force, you need to have a highly-motivated team bringing their "A game" day in and day out.

Often times, it's up to the sales managers to make sure their team maintains this positive and results-driven attitude on a daily basis. According to our Top-Performing Sales Organization research, 55% of Top Performers agree that managers are effective at creating and sustaining maximum selling energy, compared to only 32% of The Rest.

But management is not the only key influence on sales motivation.

Motivation is one of the 8 categories of the Sales Performance WheelSM, our framework for sales performance analysis. It focuses on seller attitudes, leadership's ability to create and sustain selling energy, and the organization's culture with respect to selling.

Download: 8 Drivers of Sales Performance

5 Categories of Sales Motivation

When looking at motivation within your sales organization, you need to consider these 5 key areas and their influence on motivation.

Sales Motivation Factors by Performance Groups

Sales Motivation Factors by Performance Groups
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Having a highly-motivated sales team is essential if you want to see consistent sales results. As you think about the motivation of your sellers, don't think just about money as a motivator. Consider these other key influences and how you're doing in each area.

Download Now: 3 Daily Habits to Increase Sales Motivation


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Topics: Sales Performance Improvement