Sales Training - Mastering the Art of MotivationSales Training - Mastering the Art of Motivation

By now most corporate executives must understand that motivation goes beyond the extra sales commission. Motivation is not an exact science, offering more money doesn’t automatically equate into more motivation. Top sales producers are becoming more scarce as the fundamentals of the B2B sales have changed over the past few years. Companies need to nurture and motivate their current sales staff to perform at higher levels. It’s tough to grow without increasing productivity. The economy can no longer be an excuse three or four years into the slowdown, everybody has to deal with the same challenges. So how can companies motivate their sales staff to perform better? Sales management must dig deeper to unearth the factors outside of financial reward that motivate their sales reps. Those insights need to incorporated into the incentive package and underlying sales process. The key is engaging a process that allows sales reps to maximize their potential. For reps to thrive in a sluggish economy, senior management must determine the motivating factors that will drive behavioral change. No real sustainable improvement occurs without shift in mindset and change in behavior.

Gaining greater insight into the intrinsic motivating factors makes a huge difference. Sales management should take a step back and look at the bigger picture. Too much heat and pressure on the reps to perform usually backfires and kills natural enthusiasm. As long as the visible signs are there that the sales reps are putting in the required effort, then it’s a case of winning the inner game. Management can set the proper environment to steer the reps to improved performance by gaining a deeper knowledge of individual rep motivation. Management should provide the optimum canvass for the sales rep to draw out his or her inner art from deep within. In a highly challenging sales climate, sales reps have to be much more motivated than they were several years ago even though their overall compensation might be down. Therefore, it needs to go beyond just the financial reward, but overall self-development for the reps on fulfilling their full potential. There’s no doubt it takes much more effort to reach decision-makers than in years past compounded by the longer sales cycles. These factors are usually enough to discourage or demotivate a sales professional to simply blame the economy, however, they need to be encouraged and motivated to redouble their efforts through enhanced self-development.

Reps need to be motivated to overcome adversity like any other challenge, they can harness creativity from within with determination to solve their own challenges. As sales cycles increase and reps need to put in more effort to succeed, they also need more motivation to keep up with the pace of information. Prospects are conducting more research online, sales reps need to add more skills to their arsenal to gain attention. It’s easy for both reps and customers to be overwhelmed with the enormous flow of information and the vast array of social media networks. In essence, sales reps need to acquire more knowledge of the prospect and marketplace, put in more effort and deal with longer sales cycles, the only way to achieve that is to keep them super-motivated. Sales management should allow the reps more freedom and latitude to work on their personal development, they can work together to figure out what the intrinsic motivating factors are and device more incentives to supercharge them. Let the reps dig deep and understand themselves to address any challenges within to express their inner art. This action will increase trust between sales rep and management. Building trust gives a rep more confidence. A confident sales rep naturally becomes more motivated to perform and deliver stellar results.