How to Motivate a Salesperson
Your sales team's success depends largely on your motivational
techniques and how you keep them going. You need to nurture and
reinforce the positives in their lives, both professionally and
personally. All successes – personal and professional – are intertwined.
Someone who's having personal problems won't be motivated to push for
sales, or worse yet, will come off as desperate.
So it's in your best interest to keep your sales team happy and
motivated. Let's look to some techniques.
The most common techniques are built around effective communications.
Even the simple things like reinforcing a list of accomplishments done
at the end of the day can build up morale and keep people motivated.
More morale builders are built on repetition – remind them of the things
you believe in in your teammates, focus on the positive goals.
Observation is an important part of this process. You should be aware of
your team members accomplishments and successes – you should know about
them without being told, and if you want to win the "boss of the year"
award, make sure that you bring them up early, regularly and often.
People will work harder for a pat on the back and an earned "good job"
than they will to avoid a chewing out.
Likewise – sales is a job about taking calculated risks. Make sure that
you reward the risk takers when they succeed, and remind the risk takers
who fail that all they've really done is learned something. In the words
of Warren Buffett, after seeing a manager inadvertently lose two billion
dollars in assets over a quarter, "I just paid two billion for him to
learn a lesson. After the after-action report, it was apparent that he
had learned something, and that I might as well be the one who benefits
from it – I paid for the experience, after all."
Remind them that you appreciate your teammates as people, not just as
cogs in the machine. Nothing is as corrosive to morale as the belief
among sales team personnel that they are interchangeable cogs in a
machine, or cubical rats that can be fired and replaced on a moment's
Your sales agents start with an inborn personality that helps them with
this – while it can be trained up, it can't be instilled in people who
don't have it. Even so, it's in your best interest to nurture your sales
team with training and educational offerings. Make them feel part of the
team, and make sure they know you're investing in their personal growth
and professional growth.