10 Tips for Motivating Your Sales Team (Without Money)

How do I motivate my sales team? Many business owners and sales managers think money is the answer. While fair compensation and commissions are important, there’s more to successfully motivating and retaining top sales talent than financial rewards. We searched the internet and found what we believe are the 10 best tips from executives and sales leaders for motivating your sales team.

You will after following this advice!

1. Sing, dance, nap, yoga and beer

Bridget Gleason, vice president of sales at Yesware strives to create a fun environment where everyone wants to come into work every day. When a sales representative succeeds, it’s heard around the company. For instance, a closed deal results in the playing of a song of the salesperson’s choice, as well as a subsequent team dance. They also have a yoga studio onsite, as well as a nap room for those who need a mental and/or physical break during the day. And beer o’clock comes around every Friday at 4:30 p.m., a time when the reps all share their highs and lows from the week.

Source: Business News Daily

2. Write notes

Colleen Stanley, president of SalesLeadership Inc., believes that email is nice, but a handwritten note is much more meaningful because it shows you’ve taken time to find a card and write a personal note. “I have seen cards sitting on a salesperson’s desk, however, have never seen an email propped up.”

Source: Eye On Sales

3. Get the ‘big dogs’ involved

Most salespeople crave to be on the “inside,” explains Jeff Hoffman, author of the award-winning Your SalesMBA® and “Why You? Why You Now?”® He suggests asking your CEO to share with your selected rep the direction the company is headed, discuss new products in development, and markets the company plans on pursuing. “In addition to this great insight, the rep also gets attention from the most visible executive in your company, and feels the love knowing that your company truly values talented salespeople. Small investment, huge reward.”

Source: Open View Partners

4. Recognize success publicly

CEO & founder of Toronto Vaporizer, Nima Noori, is a strong believer in public recognition. When her sales reps have an exceptional week she finds that publicly recognizing their accomplishments in front of their peers is that extra little morale boost to keep pushing. She makes sure the entire office is aware of the accomplishments of her reps by holding an “honoring ceremony.” The highest achiever receives a custom-made crown with his or her name on it and for a week after, everyone in the office refers to them as “Master,” which comes along with leadership duties such as leading the team chant. “I’ve found that the “Master” incentive, coupled with bonuses for targets reached, encourages the already active, friendly competition between my sales reps. It keeps their motivation high and keeps them hungry to be the ‘Master.’”

Source: Business News Daily

5. Create Competition

The team at Mind Tools recommends taking advantage of your team members’ natural competitiveness, and encouraging healthy competition as a way to engage your people, boost morale, and make work more fun. “Contests are also excellent for improving performance during slow periods. Focus on a strategic business goal that you all need to meet. Devote a wall in the office to the contest, and post news about wins, display real-time updates and standings, and celebrate achievements. To make it more interesting and valuable, offer a small prize or reward. Ask your team members what they would like to receive, or use your own judgment to come up with something creative.” Remember, it doesn’t need to cost money.

Source: Mind Tools

6. Have salespeople set their own goals

Colleen Francis, the founder and president of Engage Selling Solutions recommends that after your quota is set, work with salespeople to develop their own goals. This includes detailed target lists, plans on how to accomplish their targets, stretch goals for reaching beyond their targets, or specific goals per customer on how many more products and services they want them to purchase in a specific time frame.

Source: The Globe and Mail

7. Celebrate the good times

“When the wins come, we celebrate them,” this is Jeremy Hudson, director of sales at Logic Supply’s motivational secret. “It can be as simple as a shout-out on the sales floor, an email message to the whole company to recognize the efforts, or on occasion I will request that the CEO take them out for lunch.” His team also goes on outings to celebrate hitting their goals. Everything from bowling to boating to happy hour, his team events reflect the social, friendly, and competitive culture they’ve created.

Source: Business News Daily

8. Lead by example

Michael Talve, Founder and CEO of The Expert Institute, is all about leading by example. He suggests that you, “demonstrate how your sales team should treat their own managed client accounts; they should provide exceptional service and take a personal interest in each and every customer relationship. This is how you develop lasting connections and accounts that will generate significant revenue for many years to come. This motivates a sales team because it works; it’s the right way for sales people to conduct business.”

Source: YFS Magazine

9. Invest time in cutting-edge education

One thing Jeff Hoffman, author of the award-winning Your SalesMBA® and “Why You? Why You Now?”® sales programs, looks for when hiring salespeople is “intellectual curiosity.” If you have intellectually curious salespeople on your team share with them a cool book, podcast, video, blog, or any “outside the box” something that you have personally found helpful and really enjoy. “Pick a topic that may help them sell better, like linguistics or social psychology. Turn your reps on to different types of thinkers on Twitter. Then circle back with them to see what kinds of things they recommend.”

Source: Open View Partners

10. Create an open sales culture

Bob Elster, CEO and Founder of Potential – Executive Coaching and Speaking encourages an open culture. “The primary element is an openness to let your sales professionals fail. The reality is that goals are stunted by a fear of failing. Sales professionals tend to be inherent risk takers and when we create an environment that allows them to take more risks they get energetic and super-motivated. The icing on the cake is that your sales team will begin to set huge goals, think outside the box and go places other companies aren’t willing to go, which will result in a significantly increased bottom line for you!”

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