{"id":6241,"date":"2022-11-07T15:52:24","date_gmt":"2022-11-07T15:52:24","guid":{"rendered":"https:\/\/closers.io\/?p=6241"},"modified":"2023-06-12T13:51:41","modified_gmt":"2023-06-12T13:51:41","slug":"how-to-motivate-a-sales-team","status":"publish","type":"post","link":"https:\/\/closers.io\/how-to-motivate-a-sales-team\/","title":{"rendered":"How to Motivate a Sales Team: A Strategy That Actually Works"},"content":{"rendered":"\n<p>Want to take your sales team from the top 10% to the top 1%?<\/p>\n\n\n\n<p><strong>Make sure they\u2019re highly motivated<\/strong>.<\/p>\n\n\n\n<p>Because skill, while obviously critical, will only take you so far. Most <em>good <\/em>sales teams are filled with highly skilled reps\u2026<\/p>\n\n\n\n<p><strong>But only the great sales teams are built with reps that are both highly skilled <\/strong><strong><em>and <\/em><\/strong><strong>highly motivated.<\/strong><\/p>\n\n\n\n<p>The problem is, all the motivation hacks you\u2019ve tried to this point don\u2019t work.&nbsp;<\/p>\n\n\n\n<p>Pep talks\u2026<\/p>\n\n\n\n<p>Bonuses\u2026<\/p>\n\n\n\n<p>Quotas\u2026<\/p>\n\n\n\n<p>They produce temporary results at best.<\/p>\n\n\n\n<p>And after a while, it can seem nearly impossible to keep an entire team of \u201clone wolf\u201d sales reps motivated and collaborating at a high level.<\/p>\n\n\n\n<p><strong>But that\u2019s because this approach to motivation doesn\u2019t work.<\/strong><\/p>\n\n\n\n<p>Having a team of truly self-motivated sales reps <em>is <\/em>possible. We\u2019ve done it at Closers.io\u2013and we\u2019ve built tons of top 1% sales teams for our clients.<\/p>\n\n\n\n<p>Here\u2019s how you can do it too\u2026<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Why Most Motivation Advice for Sales Teams Doesn\u2019t Work<\/h2>\n\n\n\n<p>Most people say the same old things when talking about motivating sales teams\u2026<\/p>\n\n\n\n<ul><li>Openly praise people<\/li><li>Set clear goals<\/li><li>Give great rewards<\/li><li>And so on<\/li><\/ul>\n\n\n\n<p>This stuff <em>can <\/em>work\u2026<\/p>\n\n\n\n<p>But it usually doesn\u2019t.<\/p>\n\n\n\n<p>Why?<\/p>\n\n\n\n<p><strong>Because there isn\u2019t an underlying system\u2013a set of behaviors, beliefs, and processes within a company that produces highly motivated sales reps.<\/strong><\/p>\n\n\n\n<p>And without a system, openly praising people or any other item on the list of generic advice won\u2019t really do anything.<\/p>\n\n\n\n<p>You may see a slight improvement, but it won\u2019t last because it doesn\u2019t address the core problem.<\/p>\n\n\n\n<p>But when you create a system that is not only designed to keep your team motivated-<\/p>\n\n\n\n<p>&nbsp;has expectations that each individual stay motivated&nbsp;<\/p>\n\n\n\n<p>you see something completely different.<\/p>\n\n\n\n<p>That\u2019s what we\u2019ve seen happen to countless <a href=\"https:\/\/closers.io\/how-to-build-a-sales-team\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales teams<\/a> we\u2019ve worked with *and built from scratch) at Closers.io.<\/p>\n\n\n\n<p><strong>Once we help them change the system, motivation stops being a problem.<\/strong><\/p>\n\n\n\n<p>So, this leads to the obvious question\u2026<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">What Truly Motivates Sales Reps?<\/h2>\n\n\n\n<p>Money obviously plays a key role in motivating <a href=\"https:\/\/closers.io\/hiring-sales-reps\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales reps<\/a>, but <strong>lasting motivation requires much more<\/strong>.<\/p>\n\n\n\n<p>Daniel Pink\u2019s book, <em>Drive<\/em>, outlines findings from research that reveal the 3 true elements of motivation:<\/p>\n\n\n\n<ol><li><strong>Autonomy <\/strong>&#8211; the ability to direct one\u2019s work<\/li><li><strong>Mastery<\/strong> &#8211; the ability to get better at something that matters<\/li><li><strong>Purpose<\/strong> &#8211; connecting the work with something bigger than oneself<\/li><\/ol>\n\n\n\n<p>And it\u2019s no different with sales reps.<\/p>\n\n\n\n<p>On the surface, it may <em>seem <\/em>like salespeople only want money, but they always have much deeper desires.&nbsp;<\/p>\n\n\n\n<p>They want to be part of something bigger than themselves.<\/p>\n\n\n\n<p>They want to find purpose and meaning in their work.<\/p>\n\n\n\n<p>And they want to grow personally and professionally.<\/p>\n\n\n\n<p><strong>If you can\u2019t offer those 3 things, along with clear and nearly uncapped earning potential, you will never keep your sales team highly motivated<\/strong>.<\/p>\n\n\n\n<p>That\u2019s why it\u2019s so critical to build a culture <em>around <\/em>these principles.<\/p>\n\n\n\n<p>And that\u2019s exactly what the next section shows you how to do.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">How to Build a Culture That Keeps Your Sales Team Motivated (Even When Sales Are Down)<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\">1. Offer Incredible Career Opportunities<\/h3>\n\n\n\n<p>At the end of the day, all salespeople are looking for opportunities to grow. Again, this isn\u2019t necessarily only about money. They want to grow in status and skill as well.<\/p>\n\n\n\n<p>But that\u2019s why <strong>sales reps will immediately lose motivation if they feel they\u2019ve reached their ceiling<\/strong> with your company<strong>.<\/strong><\/p>\n\n\n\n<p>One of the easiest ways to make sure this doesn\u2019t happen is by focusing on creating <a href=\"https:\/\/theremoteclosingacademy.com\/sales-career-paths\/\" target=\"_blank\" rel=\"noreferrer noopener\">incredible career opportunities<\/a> for your most talented reps.&nbsp;<\/p>\n\n\n\n<p>That means always providing a \u201cnext step\u201d or nearly uncapped earning potential with your comp structures.<\/p>\n\n\n\n<p>This incentivizes your sales team to perform at the highest level at all times (and not rest on their laurels if they hit their quota for the month).<\/p>\n\n\n\n<p>A few ideas for how you could implement this with your team:<\/p>\n\n\n\n<ul><li>A leadership position<\/li><li>Equity<\/li><li>More autonomy<\/li><li>More flexibility or time off<\/li><\/ul>\n\n\n\n<p>There isn&#8217;t a \u201cbest\u201d answer here. It depends on what each individual on your team truly wants.&nbsp;<\/p>\n\n\n\n<p>So, focus on getting to know each sales rep. When you figure out their goals and what makes them tick, you can offer them opportunities that will actually keep them motivated and doing their absolute best.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">2. Become a Master at Communicating Mission and Values<\/h3>\n\n\n\n<p>A huge part of motivating your sales team comes down to your ability to communicate vision, mission, and values.<\/p>\n\n\n\n<p>Because, as Daniel Pink reports, people want to be part of something bigger than themselves.&nbsp;<\/p>\n\n\n\n<p><strong>Your sales reps want to see how their work contributes to the bigger picture<\/strong>. They want to play a role in growing something huge\u2013think companies like Amazon or Apple.<\/p>\n\n\n\n<p>This is a significantly higher motivator than pay.<\/p>\n\n\n\n<p>So, a huge part of your job as a sales leader is keeping your team focused on the bigger picture.<\/p>\n\n\n\n<p>You want them to constantly think about what you\u2019re building together and the critical role their work plays in the process.<\/p>\n\n\n\n<p>The bigger picture doesn\u2019t necessarily have to be the \u201cbig company\u201d you\u2019re trying to build\u2013it can also be a lifestyle.&nbsp;<\/p>\n\n\n\n<p>If your teams\u2019 primary motivation is having freedom over their time and schedule so they can focus more heavily on living their life, you can paint that picture for them as well.<\/p>\n\n\n\n<p><strong>It all comes back to what vision you\u2019re communicating to your team and how good you are at communicating it.<\/strong><\/p>\n\n\n\n<p>If people don\u2019t buy into that vision, for whatever reason, they won\u2019t be motivated. Period.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">3. Demand Excellence<\/h3>\n\n\n\n<p>Your sales team will never exceed the level of the standards you set as a leader.<\/p>\n\n\n\n<p><strong>That means YOU set the bar and YOU\u2019RE responsible for holding your reps accountable.<\/strong><\/p>\n\n\n\n<p>If you accept anything less than their best possible performance, your results will suffer.<\/p>\n\n\n\n<p>That means you must fearlessly hold people to high standards.<\/p>\n\n\n\n<p>This is uncomfortable for a lot of people. They think doing this means you have to be some sort of tyrant.&nbsp;<\/p>\n\n\n\n<p>But that couldn\u2019t be further from the truth.<\/p>\n\n\n\n<p>The best salespeople love to be challenged. They want to stretch themselves and continue growing.&nbsp;<\/p>\n\n\n\n<p><strong>And if you hold each team member to high standards in an open, transparent, non-condescending way, you will help your reps achieve more than they ever thought possible.<\/strong><\/p>\n\n\n\n<p>Think of two of the best modern-day football coaches, Nick Saban and Bill Belichick.<\/p>\n\n\n\n<p>Do you think they accept anything less than top 1% performance?&nbsp;<\/p>\n\n\n\n<p>If one of their players isn\u2019t performing, they simply coach them until they do or they move on.<\/p>\n\n\n\n<p>This ultimately helps the team as a whole maintain high performance, but it also helps the individual (even if they are let go).<\/p>\n\n\n\n<p>Keeping a low performer who has no real path to improvement is actually doing them a disservice.&nbsp;<\/p>\n\n\n\n<p>Coaching them and ultimately letting them go pursue other opportunities is actually the kindest, most thoughtful thing you can possibly do for them.<\/p>\n\n\n\n<p><strong>And it also reinforces the fact that your team is filled with A players only.<\/strong><\/p>\n\n\n\n<p>In an environment like this, people naturally bring their A-game and stay motivated. They know the expectations on them are high and they want to rise to the challenge.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">4. Run Great Meetings<\/h3>\n\n\n\n<p>99% of the companies I come across run meetings TOTALLY wrong.<\/p>\n\n\n\n<p>They:<\/p>\n\n\n\n<ul><li>Spend way too much time on teambuilding<\/li><li>Are super inefficient<\/li><li>Don\u2019t give people clear action steps<\/li><li>Don\u2019t coach or give feedback to specific team members<\/li><li>And more<\/li><\/ul>\n\n\n\n<p>But I\u2019ve learned while training 100+ sales teams that the quality of your culture is the quality of your meetings\u2013especially with a remote team.<\/p>\n\n\n\n<p>And we\u2019ve refined our meetings so much over the years at Closers.io that new hires say they love our meetings.<\/p>\n\n\n\n<p>How\u2019d we get them to that point?<\/p>\n\n\n\n<p><strong>By doing the opposite of what everyone else does.<\/strong><\/p>\n\n\n\n<p>We use them to coach.<\/p>\n\n\n\n<p>While we don\u2019t neglect team building and having fun, the meetings are fast-paced and efficient.&nbsp;<\/p>\n\n\n\n<p>Individual team members report on their KPIs and get coaching directly in front of their peers (unless a 1-on-1 call is required).<\/p>\n\n\n\n<p>Everyone is held to a high standard and must give an explanation if they miss their KPIs. I don\u2019t come down on them if they missed their KPI\u2013I only do if they don\u2019t know why.&nbsp;<\/p>\n\n\n\n<p>On the surface, this might sound like a high-stress environment. But in reality, this level of coaching in our meetings creates a culture of excellence and accountability.&nbsp;<\/p>\n\n\n\n<p>People love it because they are constantly getting direct feedback and growing both personally and professionally.<\/p>\n\n\n\n<p>And they know they\u2019ll leave each meeting with clear action steps for their day\u2013rather than sitting around wasting time like with most companies\u2019 meetings.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">5. Don\u2019t Overlook Qualitative Metrics<\/h3>\n\n\n\n<p>Quantitative metrics are often the end-all-be-all for sales teams.<\/p>\n\n\n\n<p>If you make your numbers, you stay. If you don\u2019t, you go. And if you exceed them, you\u2019re rewarded.<\/p>\n\n\n\n<p><strong>But looking solely at quantitative metrics doesn\u2019t give you the whole picture of how your sales team is doing.<\/strong><\/p>\n\n\n\n<p>It tells you <em>what <\/em>is happening but not <em>why<\/em> it\u2019s happening.<\/p>\n\n\n\n<p>And if you overlook qualitative metrics, you\u2019ll never get a \u201ctemperature check\u201d that tells you how your team is feeling and the obstacles they\u2019re facing.<\/p>\n\n\n\n<p>You\u2019ll be flying blind and won\u2019t know how to coach your team.<\/p>\n\n\n\n<p>That\u2019s why at Closers.io, we focus on two things to get daily qualitative metrics to provide clarity on our sales team\u2019s performance and motivation:<\/p>\n\n\n\n<p>1. <strong>Daily morning meetings to check the team\u2019s pulse <\/strong>(following the principles outlined previously).<\/p>\n\n\n\n<p>2. <strong>End-of-day report <\/strong>\u2013 we have our reps fill out a report that goes over the calls they had, the results they saw, what went well, and what could be improved. This also has a section on where they grade themselves.&nbsp;<\/p>\n\n\n\n<p>These two tools help you pinpoint specific areas to coach your reps on.&nbsp;<\/p>\n\n\n\n<p>And we use this system so we can coach each of our salespeople to help them reach their own individual goals (even if they\u2019re outside of the company).<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Motivated Sales Reps Are a Result of Your Systems<\/h2>\n\n\n\n<p>There\u2019s a ton more to building a culture of high-performance, intrinsically motivated sales reps, but this is the main overview of the process at its most basic level.<\/p>\n\n\n\n<p><strong>The key is developing a system that attracts and incentivizes the right people.&nbsp;<\/strong><\/p>\n\n\n\n<p>And once you have that in place, your system will naturally start producing highly motivated sales reps.<\/p>\n\n\n\n<p>Need help developing that kind of sales culture?<\/p>\n\n\n\n<p>We can help.<\/p>\n\n\n\n<p>At Closers.io, we help organizations build, train, and manage the top 1% of sales teams. Simply <a href=\"https:\/\/closers.io\/\" target=\"_blank\" rel=\"noreferrer noopener\">click here<\/a> to book a consult and see how we can do the same for you.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Want to take your sales team from the top 10% to the top 1%? Make sure they\u2019re highly motivated. Because skill, while obviously critical, will only take you so far. Most good sales teams are filled with highly skilled reps\u2026 But only the great sales teams are built with reps that are both highly skilled [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":8071,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","footnotes":""},"categories":[24],"tags":[],"post_folder":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Closers Into Leaders<\/title>\n<meta name=\"description\" content=\"Wondering how to motivate a sales team? There&#039;s an effective strategy most managers don&#039;t utilize. 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