Invite them to get involved in decision-making.Praise is a good start, and explaining why what they’ve done matters is a stronger finish.įive ways to make salespeople feel valued: While salespeople need to find meaning in their work, they need to feel their work is valued by their boss and company to stay motivated, a study by the American Psychological Association found. Take those to everyone in the organization, as it’s important for people outside of sales to share in the meaning. Regularly collect customer success stories – what they’ve achieved or how your product or service made their lives easier. True motivation will come from understanding the social purpose your product or service supports and the impact it has on people and communities. As salespeople, they might only see their goal as bringing in accounts and making money for the company. People who find meaning in their work – those who walk away almost every day feeling good about what they did – are more motivated and committed, according to Harvard Business School research.Ĭompany mission and values are just words until you help salespeople understand their role in making altruistic goals happen. Beyond money, use frequently changing, motivational tactics tailored to salespeople. Salespeople like money, so you must compensate fairly, with understandable structure and predictable frequency.
Sales leaders need ways to ignite salespeople’s inner desires to win, have fun, do better and be praised. But all that talk won’t buy you a motivated sales team.
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