How to Motivate Sales Reps

Has your company experienced a drop in sales? If your answer is yes, chances are your sales reps are not motivated. Motivation is the driving force in successful salespeople. Many industries rely on sales reps to generate revenue. Regardless of the industry, all salespeople have motivators which include achievement, social affiliation, power, ego gratification and survival. These motivators are manifested differently in each salesperson. Often the level of experience and training impacts an individual's dominant motivator.

Things You'll Need

• Computer Printer

Instructions

1. Recruit capable employees. Hire people who possess the right skills for sales jobs. Avoid hiring ego-driven applicants for salaried sales positions. Sales teams should consist of people driven by social affiliation.

2. Provide training. Prepare a training guide and distribute it to sales reps. Well-trained sales reps accept periodic rejection and experience success. Salespeople who train in groups are motivated by the social affiliation. Include role-play segments when training.

3. Provide adequate compensation. Lack of pay will have negative affects. Sales reps may not work up to potential. Pay salary and commission. Such programs allow salespeople to focus on achieving company goals without fear of survival.

4. Create recognition programs and contests. Set realistic goals that most sales reps can achieve. Motivation of each salesperson will increase. Award trips, jewelry or other non-cash items that are viewed as gifts.

5. Avoid conflicts. Thoroughly consider all aspects of all sales programs. Eliminate all components that are unfair. Unfair treatment damages egos, motivation and the productivity of the sales force. For instance, don't hire a sales manager from outside the company. Instead, promote a sales rep who has demonstrated her ability.

Tips & Warnings

• Provide honest feedback. If a sales rep is performing poorly, let him know.

• Motivators for all sales reps must be included in motivation plans.

References

• The Complete Guide to Accelerating Sales Force Performance; Greggor Zoltners, Prabhakant Sinha; 2001