{"id":4287,"date":"2021-01-14T09:30:00","date_gmt":"2021-01-14T09:30:00","guid":{"rendered":"https:\/\/blog.kylas.io\/?p=4287"},"modified":"2023-04-24T10:14:42","modified_gmt":"2023-04-24T04:44:42","slug":"sales-motivation-sales-effectiveness","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness","title":{"rendered":"The Ultimate Guide to Sales Motivation"},"content":{"rendered":"\n<blockquote class=\"wp-block-quote is-style-large\"><p>\u201cKeep yourself positive, cheerful and goal-oriented. Sales success is 80% attitude and 20% aptitude.\u201d &#8211; <a href=\"https:\/\/www.briantracy.com\/about\/\" target=\"_blank\" rel=\"noreferrer noopener\"><u>Brian Tracy<\/u><\/a>&nbsp;<\/p><\/blockquote>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You\u2019ll find numerous such quotes online, encouraging and motivating salespeople. Because ensuring your sales team\u2019s motivation is that important for growth!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Your sales team is one of your strongest assets that directly impact your revenue \u2013 ensuring they\u2019re fulfilled and motivated every day means ensuring that your company is putting its strongest foot forward every day.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" style=\"line-height:1.6\">Does Sales Motivation Really Help?<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Does motivation really make&nbsp;<em>that&nbsp;<\/em>big&nbsp;a difference&nbsp;to performance? Is a regular level of workplace motivation not enough?&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">The sales team faces some of the highest levels of stress in a&nbsp;small business&nbsp;\u2013 you probably know this firsthand.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">As a result, the level of support and encouragement that\u2019s needed is also very high; a demotivated sales team leads to lower performance and lesser&nbsp;sales for your company.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">With a team that\u2019s left to its own devices, you\u2019ll see:&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<ul class=\"has-medium-font-size\"><li>Lethargy and procrastination set in<\/li><li>Indifference to lack of results or unmet goals<\/li><li>Negativity in the workplace due to work pressure<\/li><li>High attrition<\/li><li>Unmet sales goals and impacted revenue<\/li><\/ul>\n\n\n\n<div style=\"height:1px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">With regular sales team motivation, the kind that is taken up across the organization, you may or may not see an immediate impact on teams\u2019 performance \u2013 for most departments, motivation is all about the long-term retention game. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">For the sales team, it\u2019s all about getting an added push every single day. They need a more well-planned and targeted approach to get them out of bed and hustling every day.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" style=\"line-height:1.6\">What Does It Take to Motivate a Sales Team?<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You\u2019ll find that different salespeople are motivated in different ways. This usually depends on their personality &amp; career goal, but also to some extent on what they\u2019re selling. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Salespersons in the product space tend to be driven more by numbers and are more hard-wired to chase material success. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Salespersons in the service industry, on the other hand, are driven by customer satisfaction and Customer Lifetime Value \u2013 there&#8217;s nothing they love more than a good retention number.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Now, most people think that incentives and reward systems are the best way to motivate sales teams. While it\u2019s true that you\u2019ll see a lot of sales people chasing commissions, incentives and bonuses, you\u2019ll find that salespersons that are selling a service (for example in the hospitality or education industry), are more motivated by satisfaction. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">We\u2019d recommend a mixed bag of rewards &amp; recognitions that address every type of employee and style of working, influenced by your industry.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Categorizing Motivation Types<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" style=\"line-height:1.6\"><strong>Understanding Different External &amp; Internal Motivators<\/strong>&nbsp;<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><strong>Let\u2019s take a deeper look at&nbsp;some of&nbsp;the different kinds of&nbsp;extrinsic or external&nbsp;motivators<\/strong>&#8211;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\">Incentives<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">This is the most commonly used motivation tactic in sales and with good reason \u2013 sales people are competitive, and incentives are usually monetary. Let\u2019s not forget, monetary rewards are some of the most effective motivators known in the world. <\/p>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">An incentive could also be non-monetary; it could be a valuable object personal to each salesperson (and hence more likely to motivate them). <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When implementing an incentive program, remember to ensure that you take the preferences of every team member into account and give everyone a fair and equal chance.<\/p>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Pros- <\/em>Extremely high level of motivation, especially with personal incentives.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Cons- <\/em>Minimal \u2013 incentives, when implemented correctly, can work well even long term (though not for intrinsically-motivated people, but more on that later).<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\">Bonuses<\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">A bonus falls under a type of compensation plan that takes into account a base salary, with a previously-agreed upon bonus amount for hitting certain levels of goals. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">For example, you can offer X as the base salary, and Y as the bonus for hitting a certain goal, Z as a bonus for hitting the next level goal, etc. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">However, it gives employees one particular number to aspire for, making it less likely that they\u2019ll aim to overachieve.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Pros-<\/em> Extremely high level of motivation.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Cons-<\/em> The motivation is short-lived and has a ceiling to it.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\"><strong>Commissions<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">A commission is as straightforward as it gets and one of the oldest tactics in sales motivation \u2013 the sales person gets a cut of each sale that he\/she makes. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Does it work? <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Perhaps yes to some extent, as the salesperson\u2019s earnings depend on every sale&#8230;but it\u2019s not a long-term motivator. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">It also doesn\u2019t take into account customer attrition, which some companies are now accommodating for by linking commissions to&nbsp;the customer sticking around for a pre-determined amount of time.&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Pros- <\/em>Commissions bring in complete accountability and transparency.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Cons- <\/em>It\u2019s doesn\u2019t bring in any customer loyalty.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\">Fringe Benefits<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Fringe benefits are like value adds added to an employee\u2019s salary structure, such as childcare or insurance, which can go right up to high-ticket items such as company-owned cars.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Pros-<\/em> Fringe benefits can work well in small businesses with a fewer number of employees that are likely to be more loyal and growth-oriented than they are monetarily-inclined.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Cons-<\/em> Fringe benefits work well as motivators for employees, but not necessarily as daily motivators for sales people as they are already accounted for and likely to be taken for granted.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\">Awards<\/h3>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Monthly and quarterly monetary awards work well when it comes to long term motivation. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Just as it applies to the rest of the company, awards that are aspirational have the power to motivate sales people over a longer duration. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">&gt;<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Awards can be as high-ticket as you want them to be, and can have many different performance-linked levels to them just like prizes. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Caveat: Awards can\u2019t be your only source of motivation.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Pros-<\/em> Awards can be effective long-term motivators<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Cons-<\/em> People are natural procrastinators \u2013 they need something to motivate them every single day, and awards are usually a month or 3 apart.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><strong>Diving into internal\/intrinsic motivators-<\/strong><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">Recognition<\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Intrinsically-motivated people are naturally hard working. Because they aren\u2019t consistently motivated by <a href=\"https:\/\/kylas.io\/motivation\/sales-motivation-approaches-small-businesses\/\" target=\"_blank\" rel=\"noreferrer noopener\"><u>the carrot<\/u><\/a> of a monetary incentive, they tend to feel underappreciated if they don\u2019t get enough recognition. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">This recognition comes in the form of feedback, open dialogue and small gestures that show appreciation \u2013 such as giving them their pick of clients, for example.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Pros-<\/em> Recognition is a leading motivator \u2013 one of the most important things to do for internally-motivated people.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Cons-<\/em> You can\u2019t look at recognizing only those who are internally-motivated: You need set up a proper recognition structure for the whole team, keeping in mind that some of them need external motivation too\u2026balance and fairness is key!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\"><strong>Learning &amp; Development<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Intrinsically-motivated people look for long-term wins and growth. They aren\u2019t motivated by immediate rewards or incentives because they\u2019re always looking at the larger picture. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Paid courses, online resources&nbsp;and such work as great motivators for such sales persons. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Because they\u2019re always looking to the future, they appreciate&nbsp;all the growth opportunities that you offer them, especially those that they would not be able to sponsor for themselves.&nbsp;<\/p>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Pros-<\/em>&nbsp;<span style=\"text-decoration: underline;\"><a href=\"https:\/\/kylas.io\/leadership-growth\/learning-development-small-business-growth\/\" target=\"_blank\" rel=\"noreferrer noopener\"><u>Learning &amp; development<\/u><\/a><\/span> means growth for your team, and growth for you too!&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Cons-<\/em> Learning &amp; development requires an investment in time, and while this may sound inviting for some,&nbsp;but it sounds like hard work for others &#8211;&nbsp;you\u2019ll&nbsp;have difficulty in applying this particular motivator to all, so it will require specialized effort for those few people on your part.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\">Competitions<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Intrinsically-motivated people are extremely competitive too, though they may not be as visibly competitive as the ones vying for the next bonus. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">They\u2019re motivated by the next big win \u2013 the next big sale, contract, revenue target\u2026which means that while they may not be as motivated by an incentive\/bonus, they will love the competition to get to that big win. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Organize a friendly competition among the team to keep spirits up and motivation running high.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Pros-<\/em> Competitions work for everyone\u2026with a prize at the end, you end up motivating both, the extrinsically as well as intrinsically-motivated team members.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Cons-<\/em> This is a one-off method, so its motivation is short-lived \u2013 you can\u2019t hold competitions too often because they need a certain amount of organization and planning.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\"><strong>Challenges<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">As we mentioned earlier, intrinsically-motivated people are most driven by growth. They enjoy a chance to hone their skills and get better at what they already know.&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Because of this natural inclination, they enjoy a good challenge \u2013 a high sales target, a tough-to-close sale, etc. that are daunting for others look like an exciting opportunity for the internally-motivated.&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">While you can\u2019t go out of your way to create a challenge, the next time you have a difficult client or a high target, you know who to put on the team.&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Pros-&nbsp;<\/em>This is a no-preparation, zero maintenance approach to motivation \u2013 you don\u2019t have to work to make it happen.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Cons-<\/em> Challenges only work to motivate when your salesperson has&nbsp;the support and guidance that&nbsp;is&nbsp;needed to solve them. Insurmountable challenges act in the opposite way and&nbsp;<em>demotivate<\/em>&nbsp;intrinsically-motivated employees!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\"><strong>Job Rotation<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Job rotation is when an employee does a \u2018rotation\u2019 around different departments or teams to learn different areas of expertise. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">This is for a limited time, but it vastly increases the learning, exposure and ultimately growth of the employee \u2013 which makes it ideal for intrinsically-motivated salespersons who want to widen their horizons and understand the bigger picture of the company. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">If you have an intrinsically-motivated salesperson who you\u2019re also considering for a promotion some ways down the line, consider putting him\/her through a rotation.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Pros-<\/em> A rotation maximizes learning, output and usually increases company loyalty&nbsp;long term.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Cons-<\/em> Because sales&nbsp;is&nbsp;a generally high-performance area, you need to plan that employee\u2019s time and responsibilities to accommodate a rotation, which often&nbsp;means someone else picks&nbsp;up the slack.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">We know your next question. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>How do you really plan for all these different types of motivations, especially when not all of them apply to everyone? <\/em><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">It\u2019s easy&nbsp;\u2013 you don\u2019t apply a blanket sales motivation plan at all. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">First draw up a plan that outlines the different work approaches of your team, what they\u2019re motivated by and what keeps them going on the daily. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Then, pull up a list of external and internal motivators that you can work with based on budget&nbsp;and execution feasibility.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Lastly, try to work together with your team wherever possible.&nbsp;<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">For example, when it comes to incentives, you can&nbsp;sit with&nbsp;your&nbsp;externally-motivated employees and plan&nbsp;<em>together&nbsp;<\/em>what their incentive will be.&nbsp;When they have a say in what they get, they\u2019re all the more motivated.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">At&nbsp;<span style=\"text-decoration: underline;\"><a href=\"https:\/\/kylas.io\/about-kylas\/understanding-kylas-growth-engine-sales-crm-software\/\" target=\"_blank\" rel=\"noreferrer noopener\"><u>Kylas<\/u><\/a><\/span>, we understand the importance of sales motivation and the crucial role it plays in driving small business growth. We have created an in-app motivational ecosystem to help your sales team stay focused, engaged and motivated.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">We\u2019ll close by reiterating that it\u2019s not enough to apply a company-wide, sometimes-executed motivation strategy for your sales team \u2013 you need to put in that effort so they\u2019re motivated to do an excellent job of driving your small business growth! <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Unfortunately, this isn\u2019t something that can be put off until the next quarter or until someone finds time \u2013 it&#8217;s as urgent to your small business growth as what\u2019s on your agenda for today.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">If you have any more motivation ideas or have a&nbsp;question&nbsp;you\u2019d like to ask us, feel free to drop a comment below!&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cKeep yourself positive, cheerful and goal-oriented. Sales success is 80% attitude and 20% aptitude.\u201d &#8211; Brian Tracy&nbsp; You\u2019ll find numerous such quotes online, encouraging and motivating salespeople. Because ensuring your sales team\u2019s motivation is that important for growth! Your sales team is one of your strongest assets that directly impact your revenue \u2013 ensuring they\u2019re &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;The Ultimate Guide to Sales Motivation&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":5272,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[12,61],"tags":[10,13,42],"acf":[],"featured_image_src":null,"author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Motivation \u2013 Ultimate Guide | Kylas Sales CRM<\/title>\n<meta name=\"description\" content=\"Your sales team is your biggest strength. So how do you ensure that they always perform at 100%? Check out our guide to sales motivation.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Motivation \u2013 Ultimate Guide | Kylas Sales CRM\" \/>\n<meta property=\"og:description\" content=\"Your sales team is your biggest strength. So how do you ensure that they always perform at 100%? Check out our guide to sales motivation.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness\" \/>\n<meta property=\"og:site_name\" content=\"Kylas Growth Engine | Sales CRM Software for Small businesses\" \/>\n<meta name=\"author\" content=\"Shagun Sharma\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Shagun Sharma\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"11 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Motivation \u2013 Ultimate Guide | Kylas Sales CRM","description":"Your sales team is your biggest strength. So how do you ensure that they always perform at 100%? Check out our guide to sales motivation.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness","og_locale":"en_US","og_type":"article","og_title":"Sales Motivation \u2013 Ultimate Guide | Kylas Sales CRM","og_description":"Your sales team is your biggest strength. So how do you ensure that they always perform at 100%? Check out our guide to sales motivation.","og_url":"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness","og_site_name":"Kylas Growth Engine | Sales CRM Software for Small businesses","author":"Shagun Sharma","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Shagun Sharma","Est. reading time":"11 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness","url":"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness","name":"Sales Motivation \u2013 Ultimate Guide | Kylas Sales CRM","isPartOf":{"@id":"https:\/\/kylas.io\/en\/#website"},"datePublished":"2021-01-14T09:30:00+00:00","dateModified":"2023-04-24T04:44:42+00:00","author":{"@id":"https:\/\/kylas.io\/en\/#\/schema\/person\/58914992bfe5c67716dfe2e8863250a3"},"description":"Your sales team is your biggest strength. So how do you ensure that they always perform at 100%? Check out our guide to sales motivation.","breadcrumb":{"@id":"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/kylas.io\/en\/sales-effectiveness\/sales-motivation-sales-effectiveness#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/kylas.io\/en\/"},{"@type":"ListItem","position":2,"name":"The Ultimate Guide to Sales Motivation"}]},{"@type":"WebSite","@id":"https:\/\/kylas.io\/en\/#website","url":"https:\/\/kylas.io\/en\/","name":"Kylas Growth Engine | Sales CRM Software for Small businesses","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/kylas.io\/en\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/kylas.io\/en\/#\/schema\/person\/58914992bfe5c67716dfe2e8863250a3","name":"Shagun Sharma","description":"Shagun is a content marketer at Kylas, extremely well-versed in all things Marketing. She works closely with the sales team to create best-in-class content for our readers. Her experience combined with her thorough research skills makes all her blogs very in-depth and insightful. In her leisure time, Shagun enjoys hiking, gardening, and immersing herself in music."}]}},"_links":{"self":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts\/4287"}],"collection":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/users\/23"}],"replies":[{"embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/comments?post=4287"}],"version-history":[{"count":9,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts\/4287\/revisions"}],"predecessor-version":[{"id":17000,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/posts\/4287\/revisions\/17000"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/"}],"wp:attachment":[{"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/media?parent=4287"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/categories?post=4287"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/kylas.io\/en\/wp-json\/wp\/v2\/tags?post=4287"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}