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Key Influences on Sales Motivation

blog author
Written by Mike Schultz
President, RAIN Group

For the best sales results, you need to have a highly motivated team bringing their A-game, day in and day out. Often, it's up to sales managers to make sure their team maintains this positive and results-driven attitude.

But it’s not always easy.

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. Of course, management isn't the only key influence on sales motivation.



5 Fundamentals to Increase Sales Motivation

Companies commonly focus on compensation, bonuses, and incentives to get top performance out of their sales team. Yet sellers bring their own intrinsic motivation to their jobs, and it's up to the organization to tap into them. So how exactly can you increase sales motivation for yourself and the rest of the team?

Here are the five areas we recommend you focus on:



Ultimately, Sales Motivation Goes Deeper than Money

The organizations stuck in the old “throw more money at it” mindset are now finding that true sales motivation requires a more comprehensive approach. The numbers don’t lie: organizations with an immature approach to sales motivation tend to experience poor performance and high turnover.

The framework we’ve laid out above—Culture and Company, Management, Intrinsic Motivators, Execution, and Value—is a great place to start.

Remember: purpose and value. If you want to boost sales motivation, you need to look beyond changing compensation and the challenges that come with it. Instead, work towards building a value-focused sales organization that gives sellers real purpose.


Laptop_Maximizing Sales Motivation Webinar

On-Demand Webinar

Maximizing Sales Motivation: 3 Habits and 9 Hacks to Get More Motivated

There's no denying that having a highly motivated sales team ready to give their full energy and effort day in and day out has a huge impact on your organization's success. But how exactly can you increase your motivation and that of your team? In this on-demand webinar, RAIN Group Co-Founder John Doerr shares 3 Habits and 9 hacks proven to boost sales motivation.

Access the Webinar >>

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Topics: Sales Performance Improvement

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