{"id":4701,"date":"2021-01-29T09:30:00","date_gmt":"2021-01-29T09:30:00","guid":{"rendered":"https:\/\/blog.kylas.io\/?p=4701"},"modified":"2023-02-27T16:56:46","modified_gmt":"2023-02-27T11:26:46","slug":"best-sales-motivation-techniques","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/sales-effectiveness\/best-sales-motivation-techniques","title":{"rendered":"The Best Sales Motivation Techniques You Need to Know"},"content":{"rendered":"\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>\u201cStress in Sales is not just a local phenomenon, it\u2019s not a blip in the system and it\u2019s not more likely to appear in&nbsp;one sector over another. Stress in sales is real, it\u2019s shrouded by stigma and self-stigma, as the results reveal.\u201d&nbsp;<\/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-text-align-right has-medium-font-size\" style=\"line-height:1.6\">&#8211; Dr. Zo\u00eb Douglas-Judson in&nbsp;<a href=\"https:\/\/www.ismprofessional.com\/wp-content\/uploads\/2019\/04\/Stress-in-Sales-Report.pdf\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">&#8216;Stress in Sales\u2019<\/span><\/a><\/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\">Everyone in Sales knows about quotas. Quotas are nothing but sales targets, bound by time constraints.&nbsp;&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\">If Sales can match targets?&nbsp;<em>Great job!<\/em>&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\">If Sales can&#8217;t match targets?&nbsp;<em>We need more from you!<\/em>&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\">If&nbsp;the trend&nbsp;continues?&nbsp;<em>We need to talk!&nbsp;<\/em>&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\">Sales can be a stressful job&nbsp;that&nbsp;affects&nbsp;individuals as well as a sales team. Because sales&nbsp;is&nbsp;usually commission-based,&nbsp;pressure&nbsp;and<em>&nbsp;<\/em>its partner in crime, i.e.,&nbsp;<em>stress&nbsp;<\/em>is an&nbsp;expected part of the job.&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\">So much so that&nbsp;when asked \u2018<a href=\"https:\/\/www.stress.org\/42-worrying-workplace-stress-statistics\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><span style=\"text-decoration: underline;\">what are the main causes of stress in sales at your workplace<\/span><\/a>\u2019,&nbsp;participants stated targets (at 39.39%) and too much work (at 38.53%) as the main culprits.&nbsp;&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\">Put simply,&nbsp;high&nbsp;pressure&nbsp;does&nbsp;not bear results. In fact, studies&nbsp;like these&nbsp;show that turning up the heat only backfires.&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\">What is needed then is&nbsp;to work on&nbsp;your sales team\u2019s&nbsp;motivation&nbsp;levels and their ability to manage stress effectively.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">The Best Sales Motivation Techniques You Need to Know<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#htoc-what-is-sales-motivation\">What is Sales Motivation?&nbsp;&nbsp;<\/a><\/li><li class=\"\"><a href=\"#htoc-what-are-the-benefits-of-sales-motivation\">What Are the Benefits of Sales Motivation?&nbsp;<\/a><\/li><li class=\"\"><a href=\"#htoc-what-s-changed-with-sales-motivation\">What\u2019s Changed with&nbsp;Sales Motivation?&nbsp;<\/a><\/li><li class=\"\"><a href=\"#htoc-types-of-sales-motivation-techniques-for-small-businesses\">Types of Sales Motivation Techniques for Small Businesses<\/a><\/li><li class=\"\"><a href=\"#htoc-the-right-mix-of-sales-motivation-techniques-can-pay-dividends-in-spades\">The Right Mix of Sales Motivation&nbsp;Techniques&nbsp;Can Pay Dividends in Spades&nbsp;<\/a><\/li><\/ul><\/div><\/div>\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\" id=\"htoc-what-is-sales-motivation\">What is Sales Motivation?&nbsp;&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\">It is the driving force that salespersons need to put in the extra effort for sales success. <\/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\">In essence, the right <a href=\"https:\/\/kylas.io\/sales-motivation\/sales-motivation-and-what-industry-leaders-have-to-say-about-it\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">motivation<\/span><\/a> strategy will help produce a desire for sales success. And in turn, the desire will determine the level of commitment that a salesperson invests daily in achieving their sales goals.<\/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\">Having a sales motivation strategy in place is essential&nbsp;for&nbsp;any&nbsp;Small&nbsp;Business. This helps the&nbsp;sales team bring their best to the table, every day.&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<h2 class=\"wp-block-heading\" id=\"htoc-what-are-the-benefits-of-sales-motivation\">What Are the Benefits of Sales Motivation?&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\">A motivated workforce helps a business grow faster with-&nbsp;<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-1.2-1024x860-1.png\" alt=\"Motivated salesperson with yellow cape and cloud giving sales motivation techniques\" class=\"wp-image-4748\" width=\"252\" height=\"212\" title=\"Motivated Sales person\"\/><\/figure><\/div>\n\n\n<ul class=\"has-medium-font-size\"><li>Increased sales productivity&nbsp;<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Improved work quality&nbsp;<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Heightened dedication<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Improved staff retention&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Improved feelings of accomplishment&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Potential for&nbsp;future growth&nbsp;<\/li><\/ul>\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\">And results in increased revenue generation&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<h2 class=\"wp-block-heading\" id=\"htoc-what-s-changed-with-sales-motivation\">What\u2019s Changed with&nbsp;Sales Motivation?&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\">Sales managers and team leads are always on the lookout for&nbsp;creative&nbsp;ways to motivate their teams.&nbsp;&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\">While, a motivated team means that the&nbsp;<a href=\"https:\/\/kylas.io\/sales-effectiveness\/5-sales-management-techniques-for-sales-managers\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">Sales&nbsp;Managers<\/span><\/a> can&nbsp;focus on the bigger&nbsp;things like&nbsp;forecasting, growth, and&nbsp;sales&nbsp;strategies, a&nbsp;demotivated team means they need to spend more time monitoring and pushing the team to&nbsp;perform.&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\">Moreover, sales motivation is needed to encourage the salesperson to confront the fear of rejection daily without giving up their confidence to deliver. This is why sales, as a function, is so different from the rest. <\/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 pressure of targets, the fear of rejection, and retaining the confidence to keep going makes sales motivation a must-have for any business.<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-2-1024x860-1.png\" alt=\"three man standing on three different level of podiums\" class=\"wp-image-4749\" width=\"250\" height=\"210\" title=\"Winner podium icon\"\/><\/figure><\/div>\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Incidentally, some salespersons possess a higher internal drive than others and require little guidance. Let\u2019s call them &#8216;<strong>star performers<\/strong>&#8216;.<\/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\">Next in line are the &#8216;<strong>core performers<\/strong>&#8216;. They require some guidance and perform better with sales motivation strategies. <\/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\">Towards the end come the &#8216;<strong>low performers<\/strong>&#8216; who require high levels of monitoring and motivation to move the needle.<\/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\">Normally, the top performers are ignored when deciding on the techniques for motivation as they don&#8217;t need much to achieve their goals. The management then shifts focus to the low performers. <\/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\">Low performers generally tend to be either new hires who require handholding or senior reps who have become complacent and well settled in their comfort zones.<\/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\">In this&nbsp;scheme of things, the core&nbsp;performers are often ignored. In most sales teams, core performers&nbsp;constitute&nbsp;the largest&nbsp;group.&nbsp;&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 result?&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-1-1-1024x1024-1.png\" alt=\"Sales performance in bear and bull markets\" class=\"wp-image-4775\" width=\"520\" height=\"520\" title=\"Inforgraphic: Bullish Market Vs Bearish Market\"\/><\/figure><\/div>\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\">If you want your business to grow, then your sales motivation strategy must be innovative and in tune with changing market scenarios. Anything else and the chances of success diminish.<\/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\">Here are the types of sales motivation techniques you can use to boost sales motivation.<\/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\" id=\"htoc-types-of-sales-motivation-techniques-for-small-businesses\">Types of Sales Motivation Techniques for Small Businesses<\/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\">To manage the motivation of any team, decision-makers need to look at all factors that affect a <a href=\"https:\/\/kylas.io\/sales-effectiveness\/sales-strategy\/psychology-behind-selling-understanding-your-customers-and-how-to-sell-them\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">salesperson&#8217;s psychology<\/span> <\/a>and motivation levels.<\/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\">And those factors can be identified by asking questions like-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>What do they expect from us?<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Will only monetary rewards suffice?<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>How about recognition?<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Does personal growth figure here?<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Or should one look for an assortment of these factors?<\/li><\/ul>\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\">Sales motivation programs must be designed in such a way that your entire team &#8211; star, core, and low performers, can perform to the best of their potential.<\/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\">To understand the topic at hand, we need to delve into the various <strong>types of motivation that exist-<\/strong><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Extrinsic<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Intrinsic<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Altruistic<\/li><\/ul>\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\" id=\"htoc-extrinsic-motivation\" style=\"font-size:22px;line-height:1.6\">A) Extrinsic Motivation<\/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\">Reward-based motivation is the oldest trick in the book. Extrinsic motivation is based on the creation of desire by offering employees something based on previous performances.<\/p>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-3-1024x860-1.png\" alt=\"man giving other man a prize as one of the motivation techniques\" class=\"wp-image-4750\" width=\"263\" height=\"221\" title=\"Reward icon\"\/><\/figure><\/div>\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">This outside-in approach encourages salespersons to visualize rewards and strategize in order to capture these rewards. It does so by focusing on more than just a defined salary.<\/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\"><strong><span style=\"text-decoration: underline;\">Extrinsic motivators-<\/span><\/strong><\/p>\n\n\n\n<div style=\"height:1px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Earning more money<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Growth opportunities<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Personal development<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-best-tools-for-extrinsic-motivation\" style=\"line-height:1.6\">Best Tools for Extrinsic Motivation<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h5 class=\"has-medium-font-size wp-block-heading\" id=\"htoc-1-incentives-and-commissions\" style=\"line-height:1.6\">1. <em>Incentives and Commissions <\/em><\/h5>\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\">Offer attractive incentives\/compensation plans where previous work performance decides the reward.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Monthly incentives based on performance.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Quarterly bonuses based on monthly performance.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Yearly bonuses based on quarterly performance.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Salary increments based on performance.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-4-1024x860-1.png\" alt=\"Man with a lot of icons\" class=\"wp-image-4751\" width=\"274\" height=\"229\" title=\"Gamification icon\"\/><\/figure><\/div>\n\n\n<h5 class=\"has-medium-font-size wp-block-heading\" id=\"htoc-2-gamification\" style=\"line-height:1.6\">2. <em>Gamification<\/em><\/h5>\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\">Add an element of fun with contest-induced rewards or incentives to develop a sense of fellowship with the team.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>The winner takes it all.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>(Threshold-based) Meet\/cross targets and win.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Create multi-tiered contests like the best performer and the fastest learner.<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h5 class=\"has-medium-font-size wp-block-heading\" id=\"htoc-3-recognition-goes-a-long-way\" style=\"line-height:1.6\">3. <em><strong>Recognition Goes a Long Way<\/strong><\/em><\/h5>\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 need to feel that their work is appreciated by their managers and the leadership.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Leaders like CEOs and CMOs can praise\/recognize initiatives.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Public recognition and rewards like conferring certificates and paid travel opportunities.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Get the winners involved in the decision-making process.<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-5-1024x860-1.png\" alt=\"man riding up the ladder can be stipulated as  motivation techniques\" class=\"wp-image-4752\" width=\"261\" height=\"219\" title=\"Career growth icon \"\/><\/figure><\/div>\n\n\n<h5 class=\"has-medium-font-size wp-block-heading\" id=\"htoc-4-growth-opportunities\" style=\"line-height:1.6\">4. <em>Growth Opportunities<\/em><\/h5>\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\">Effective managers know that getting results from their team requires encouraging personal and career growth.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Provide them with upskilling opportunities like online courses\/certifications.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Offer career growth opportunities based on performance and management skills.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Provide them with personalized sessions for mental health, yoga, and personal security.<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-bordered-box\" id=\"ub-styled-box-63e66619-0d94-490d-a6b6-3133b8af2143\">\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em><strong>Kylas&nbsp;Pro Sales Motivation Tips for Sales Managers<\/strong><\/em><strong>&#8211;&nbsp;<\/strong>Using only extrinsic motivation works&nbsp;in the short term but isn\u2019t as effective for long-term motivation.&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\">Here are some surprising&nbsp;<a href=\"https:\/\/hbr.org\/2013\/04\/does-money-really-affect-motiv\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">discoveries<\/span><\/a>&nbsp;that multiple studies have uncovered*-&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Incentives\/rewards can actually deflate motivation in the long run.&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>However, when tasks are meaningless and boring (Read:&nbsp;Mundane sales strategies), extrinsic motivation works well in the short run.&nbsp;<\/li><\/ul>\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\">Meaningful, interesting,&nbsp;and enjoyable tasks motivate salespersons, improving engagement&nbsp;3x&nbsp;times.&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\">Intrinsic motivation improves job satisfaction more than extrinsic motivation does.&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\">*This section ignores salaries and&nbsp;the&nbsp;motivation value&nbsp;that it brings to the table.&nbsp;<\/p>\n\n\n<\/div>\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 is-style-wide\"\/>\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\" id=\"htoc-intrinsic-motivation\" style=\"font-size:22px;line-height:1.6\">B) Intrinsic&nbsp;Motivation&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\">Intrinsic motivation&nbsp;focuses on &#8216;within&#8217;&nbsp;or&nbsp;also referred to as the&nbsp;\u2018ego\u2019.&nbsp;In effect,&nbsp;the technique followed is that of&nbsp;giving&nbsp;\u2018independence\u2019&nbsp;to the salespersons where they function by themselves.&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\">This&nbsp;is why managers often confuse the term with a hands-off approach.&nbsp;However, intrinsic motivation is more&nbsp;of a&nbsp;<em>\u2018what do you need to perform better\u2019<\/em>&nbsp;approach.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-6-1024x860-1.png\" alt=\"Man thinking out of the box\" class=\"wp-image-4753\" width=\"252\" height=\"212\" title=\"Motivation Techniques: Intrinsic motivation \"\/><\/figure><\/div>\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">So&nbsp;sales managers let their teams work independently but are available to problem-solve any issues or remove blockers.&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\">Every salesperson values their pursuit of satisfaction differently. While incentives, personal growth, and career opportunities are undoubtedly great motivators, intrinsic motivation focuses on producing positive feelings of purpose.<\/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\"><span style=\"text-decoration: underline;\"><strong>Intrinsic motivators-&nbsp;<\/strong><\/span><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Some level of&nbsp;autonomy in&nbsp;decision making&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Some level of freedom to&nbsp;undertake&nbsp;initiatives&nbsp;<\/li><\/ul>\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\">When intrinsic motivation is aligned with extrinsic motivation, sales motivation does boost performance in the short as well as the long term.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-best-tools-for-intrinsic-motivation\" style=\"line-height:1.6\">Best Tools for&nbsp;Intrinsic&nbsp;Motivation&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h5 class=\"has-medium-font-size wp-block-heading\" id=\"htoc-1-tactical-decision-making\" style=\"line-height:1.6\">1. <em>Tactical Decision Making<\/em><\/h5>\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\">While the sales strategy is set by the sales manager and leadership, allow salespersons to execute tactical decisions at their level. Example &#8211; leads to target\/follow-up with.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-7-1024x860-1.png\" alt=\"Degree and a graduation cap\" class=\"wp-image-4754\" width=\"259\" height=\"217\" title=\"Learning and development opportunities\"\/><\/figure><\/div>\n\n\n<h5 class=\"has-medium-font-size wp-block-heading\" id=\"htoc-2-learn-upskill\" style=\"line-height:1.6\">2. <strong><em>Learn\/Upskill<\/em><\/strong><\/h5>\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 mastering sales and business skills&nbsp;do play motivate, not everything must be work-related. Allow them to pursue&nbsp;learning&nbsp;for personal growth with&nbsp;non-work-related&nbsp;topics as well.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h5 class=\"has-medium-font-size wp-block-heading\" id=\"htoc-3-create-an-ecosystem-to-suit-ones-motivating-factors\" style=\"line-height:1.6\">3. <strong><em>Create an Ecosystem to Suit Ones Motivating Factors<\/em><\/strong><\/h5>\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 drive to success depends on multiple factors that ebb and flow often. Be flexible with your rewards. For example, if the foreign trip is to London but the salesperson prefers another place, then consider it.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-8-1024x860-1.png\" alt=\"Motivation Techniques: Team collaborating, four people collaborating on one project as a motivation technique\" class=\"wp-image-4745\" width=\"261\" height=\"220\" title=\"Team collaboration \"\/><\/figure><\/div>\n\n\n<h5 class=\"has-medium-font-size wp-block-heading\" id=\"htoc-5-team-collaboration\" style=\"line-height:1.6\">4. <strong><em>Team Collaboration<\/em><\/strong><\/h5>\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\">Some&nbsp;salespeople work well with other team members more than others. Don\u2019t force them into situations that don\u2019t satisfy&nbsp;them. Most star performers work individually while core performers generally enjoy working with others.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-bordered-box\" id=\"ub-styled-box-faca2670-8f83-43f7-b560-465be5752a6c\">\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em><strong>Kylas Pro Sales Tips for Sales Managers<\/strong>&#8211; <\/em>Be flexible in your management style with feedforwards and keep communication channels open.<\/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\">Typically, the word feedback leaves a bad taste, and rightly so. Instead of providing assessments, criticisms, and even resorting to micromanagement, comment on the best ways they can improve. Identify what they need from you and\/or the organization to bring about that change.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Hold quarterly feedforward sessions to understand their professional as well as personal goals.&nbsp;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>How do they want to achieve their goals? Some salespersons prefer resolving matters themselves while others require guidance. This affects how involved the manager will be in the process.<\/li><\/ul>\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\">Frequent&nbsp;communication is key for all stakeholders involved to&nbsp;recognize&nbsp;the strategies and tactics&nbsp;that work,&nbsp;their impact,&nbsp;and&nbsp;expectations.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Interact with the entire team&nbsp;regularly&nbsp;to stay on track. This can be done daily, on alternate days, on pre-set days of the week (like Monday and Friday only) or weekly.&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Interact at an individual level based on the support each participant requires. This can be done daily, weekly, bi-weekly, monthly,&nbsp;and so on.&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Let your team members choose how&nbsp;and when&nbsp;they want to interact with you. While face-to-face is always the best option,&nbsp;include&nbsp;emails&nbsp;as an option.&nbsp;Such non-confrontational&nbsp;communication can&nbsp;work&nbsp;properly&nbsp;with less social salespersons.&nbsp;(Read: Start performers)&nbsp;<\/li><\/ul>\n\n\n<\/div>\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 is-style-wide\"\/>\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\" id=\"htoc-altruistic-motivation\" style=\"font-size:22px;line-height:1.6\">C) Altruistic Motivation&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\">Altruistic motivation is, in a sense, a behavioral approach rather than a technique. This deep-seated trait focuses on the welfare of others. While it cannot be learned, it can be mimicked to fit with who you are as a person.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-9-1024x860-1.png\" alt=\"Man giving shade to another man with umbrella as a motivation technique\" class=\"wp-image-4746\" width=\"263\" height=\"221\" title=\"Motivation techniques: Altruistic motivation icon\"\/><\/figure><\/div>\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">What sets it apart from extrinsic and intrinsic motivation is that it can come at a loss to oneself.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\" style=\"line-height:1.6\">.&nbsp;&nbsp;<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">In a way, altruism is an extension of intrinsic motivation wherein actions are caused by the desire to feel pride and not shame. However, these acts are self-generated and extrinsic motivations do not interact with them.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-best-tools-for-altruistic-motivation\" style=\"line-height:1.6\">Best Tools for Altruistic Motivation&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h5 class=\"has-medium-font-size wp-block-heading\" id=\"htoc-1-an-alternate-perspective-on-confrontation\" style=\"line-height:1.6\">1. <strong><em>An Alternate Perspective on Confrontation<\/em><\/strong><\/h5>\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\">While not a tool per se,&nbsp;changing&nbsp;one\u2019s&nbsp;definition and perception of confrontation can help. Normally, 1:1&nbsp;meetings&nbsp;aren\u2019t sought after as they can become confrontational (Read:&nbsp;Feedback).&nbsp;&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\">Altruistic sales managers may have such a conversation with their salespersons-&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>&#8220;Does the sales strategy\/tactic work for you?&#8221;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>&#8220;What obstacles are you facing?&#8221;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>&#8220;How would you&nbsp;do&nbsp;things&nbsp;differently?&#8221;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>&#8220;What do you need from me\/the organization to help you do better?&#8221;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>&#8220;Okay, here&#8217;s what I think you did well&#8230;&#8221;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>&#8220;Here are a few obstacles (improvement areas) I think you can counter&#8230;&#8221;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>&#8220;How about you try these suggestions to improve in said areas&#8230;&#8221;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h5 class=\"has-medium-font-size wp-block-heading\" id=\"htoc-2-added-responsibilities-and-authority\" style=\"line-height:1.6\">2. <em>Added Responsibilities and Authority&nbsp;<\/em><\/h5>\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 reward, involve them in strategic and tactical&nbsp;planning.&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\">Or let them head the team for a day.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-bordered-box\" id=\"ub-styled-box-40e1cc83-f015-4514-9d28-dade95f6658b\">\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em><strong>Kylas&nbsp;Pro Tip<\/strong>&#8211;&nbsp;<\/em>Never be guilt-tripped into giving.<\/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\">Not to discourage anyone from using an altruistic approach, but helping others to benefit from it and not because one wants to, is not an altruistic approach. If this is the case, then the act is an opportunistic one.<\/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\">Moreover, such opportunistic acts are difficult to commit to over&nbsp;a long&nbsp;time.&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\"><span style=\"text-decoration: underline;\">NOTE:<\/span> For a more&nbsp;conceptual understanding of sales motivation and its types, head over to this&nbsp;<span style=\"text-decoration: underline;\"><a href=\"https:\/\/kylas.io\/motivation\/sales-motivation-approaches-small-businesses\/\" target=\"_blank\" rel=\"noreferrer noopener\">blog<\/a><\/span>.&nbsp;<\/p>\n\n\n<\/div>\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 is-style-wide\"\/>\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\" id=\"htoc-the-right-mix-of-sales-motivation-techniques-can-pay-dividends-in-spades\">The Right Mix of Sales Motivation&nbsp;Techniques&nbsp;Can Pay Dividends in Spades&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\">Incentives and compensation plans are the used extensively around the globe to motivate employees. However, if you ask a salesperson if they have the right support, a candid answer may sound like this-<\/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>&#8220;The incentive plan works for me but it doesn&#8217;t do enough.&#8221;&nbsp;<\/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\">And\/or&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>&#8220;And I need more support in terms of access to the right information and technology to make decisions.&#8221;&nbsp;<\/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\">Different salespersons respond differently to different sales techniques,&nbsp;and this has implications for your organization.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Inblog-10-1024x860-1.png\" alt=\"The Right Mix of Sales Motivation Techniques\" class=\"wp-image-4747\" width=\"263\" height=\"221\" title=\"Sales Motivation Techniques\"\/><\/figure><\/div>\n\n\n<ul class=\"has-medium-font-size\"><li><strong>Star performers <\/strong>don&#8217;t need much motivation. Extrinsic motivation &amp; rewards ensure that they will keep delivering.<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li><strong>Core performers<\/strong> must remain the focus of your sales motivation strategy. Your applied and successful experiments will be good reference points in deciding what works for low performers as well.<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li><strong>Low performers<\/strong> require a lot of guidance\/hand-holding as well as motivation to provide them with the leverage they need to become core performers. Be incremental in any technique applied.<\/li><\/ul>\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><strong>Rather than setting up a full-fledged strategy or reworking existing ones, start by trying out small motivational experiments and implementing those that work.<\/strong><\/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\"><strong><em>Experiments can help small business owners, like you, pilot change incrementally to ensure that your efforts bear higher returns for your business.<\/em><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cStress in Sales is not just a local phenomenon, it\u2019s not a blip in the system and it\u2019s not more likely to appear in&nbsp;one sector over another. Stress in sales is real, it\u2019s shrouded by stigma and self-stigma, as the results reveal.\u201d&nbsp; &#8211; Dr. Zo\u00eb Douglas-Judson in&nbsp;&#8216;Stress in Sales\u2019 Everyone in Sales knows about quotas. &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/sales-effectiveness\/best-sales-motivation-techniques\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;The Best Sales Motivation Techniques You Need to Know&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":14905,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[12,61],"tags":[5,13,17,19],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/01\/The-Best-Sales-Motivation-Techniques-You-Need-to-Know-Banner-1.jpg","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>The Best Sales Motivation Techniques You Need to Know<\/title>\n<meta name=\"description\" content=\"Sales motivation can help an organization boost its sales team\u2019s performance. 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