{"id":3077,"date":"2018-03-07T17:30:00","date_gmt":"2018-03-07T22:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/3-steps-to-motivate-your-sales-team\/"},"modified":"2023-04-18T13:11:02","modified_gmt":"2023-04-18T17:11:02","slug":"3-steps-to-motivate-your-sales-team","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/","title":{"rendered":"How To Motivate Your Sales Team: 3 Steps to Get Better Results"},"content":{"rendered":"<p><img decoding=\"async\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/05\/motivate-your-sales-team-1-scaled.jpg\" alt=\"Motivate your sales team\" title=\"Motivate your sales team\" width=\"430\" data-constrained=\"true\" style=\"width: 430px;margin: 0px 10px 10px 0px;float: left\">Your sales team is the face of your company. Your sales force develops your most loyal clients and turns new prospects into clients.<\/p>\n<p>But sales is hard!<\/p>\n<p>The role challenges your representatives and Sales Managers\u2019 confidence and can drain their energy.<\/p>\n<p><strong>How do you motivate your sales team and maintain its motivation to get the best results? <\/strong><\/p>\n<p>Different things motivate different people: money, recognition, or even fear of losing their job. Motivation is also a moving target. As a leader, it\u2019s difficult to create an environment that will appeal to everyone, so it\u2019s your job to find what motivates each employee. Motivation usually has two elements: fear and desire!<\/p>\n<p><!--more--><\/p>\n<h2><span style=\"font-size: 40px\">Restructure the compensation plan <\/span><\/h2>\n<p>The sales compensation plan is an important part of motivation as it relates to sales performance.<\/p>\n<p>More often than not, you\u2019ll see a compensation plan compiling all the concessions given over the years. In the end, this plan is more difficult for your sales force to understand than it is a motivational tool.<\/p>\n<p>If that sound like your plan, it&#8217;s better to <strong>take a step back and rewrite it from scratch<\/strong>. To begin this process, analyze the situation carefully so you can fix your compensation plan permanently!<\/p>\n<p>Ask yourself some questions about your current compensation plan:<\/p>\n<ul>\n<li>Does your plan attract and retain top salespeople?<\/li>\n<li>Is your compensation plan aligned with the company\u2019s strategies?<\/li>\n<li>Does your plan make your salespeople want more?<\/li>\n<li>Does your plan allow you to adapt to the changes in the motivation of your salespeople?<\/li>\n<li>Finally, does your compensation plan help you sustain steady growth?<\/li>\n<\/ul>\n<p>If you answered \u201cno\u201d to one or more of these questions, your compensation plan isn\u2019t bringing out the best in your players.<\/p>\n<h2><span style=\"font-size: 40px\">Know every employee\u2019s personal goals <\/span><\/h2>\n<p>In addition to reviewing your compensation plan, motivate your team by taking the time to learn more about their objectives. Money is not always an end in itself. More often than not, motivation comes from gifts, recognition, rewards, satisfaction in one\u2019s job, and <strong>the most important source is usually the personal goals your representatives set for themselves<\/strong>.<\/p>\n<p>As CEO, VP, or <a href=\"\/en\/roles-and-responsibilities-of-sales-managers\" rel=\"noopener\" target=\"_blank\">Sales Manager, it&#8217;s part of your role to show your team that you care about them and that you are attentive<\/a>; this will help you keep your sales force motivated.<\/p>\n<h2><span style=\"font-size: 40px\">Replace the bottom 10%<\/span><\/h2>\n<p>Finally, if you\u2019ve done everything you can to motivate your sales team and nothing has changed for some of them, it\u2019s time to evaluate individual performances and dismiss the bottom 10%.<\/p>\n<p><strong>You can\u2019t have salespeople who want to remain in a state of conditional commitment regarding success <\/strong>&#8212;&nbsp;people who will only do what they are comfortable or in agreement with. You need salespeople who want to be the best; individuals who aim to become the next sales superstar and who are ready to do whatever it takes (legally and ethically) to get there.<\/p>\n<p>You can usually discern those who want to succeed from those who are just looking for extra money in their pocket.<\/p>\n<p><strong>Naturally, in dismissing the least performing salespeople, there will be a positive impact on the motivation of those other salespeople who will want to excel<\/strong>, for fear of being the next ones to be dismissed.<\/p>\n<h2><span style=\"font-size: 40px\">Important <\/span><\/h2>\n<p>In conclusion, you can motivate through fear and desire. Are your salespeople afraid of losing their jobs due to lack of performance (a little fear is always good)? Conversely, do they have the desire to be the best and feel appreciated and recognized?<\/p>\n<p>As CEO, VP, or <a href=\"\/en\/what-makes-a-good-sales-manager\" rel=\"noopener\" target=\"_blank\">good Sales Manager<\/a>, it is essential to understand the necessity of creating a working environment that meets your employees\u2019 needs. You have to develop and maintain a company people want to be a part of.<\/p>\n<p><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-f078b4c2-b286-41c8-a08a-f203636b0a30\"><span class=\"hs-cta-node hs-cta-f078b4c2-b286-41c8-a08a-f203636b0a30\" id=\"hs-cta-f078b4c2-b286-41c8-a08a-f203636b0a30\" style=\"text-align: center\" data-hs-drop=\"true\"><a id=\"cta_button_f078b4c2-b286-41c8-a08a-f203636b0a30\" class=\"cta_button\" href=\"https:\/\/go.primaressource.com\/en\/100-sales-management-activities-list\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" id=\"hs-cta-img-f078b4c2-b286-41c8-a08a-f203636b0a30\" class=\"hs-cta-img \" style=\"border-width: 0px;margin: 20px auto\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2019\/05\/f078b4c2-b286-41c8-a08a-f203636b0a30.png\"><\/a><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>How do you motivate your sales team and maintain its motivation to get the best results? Different things motivate different people. As a leader, it\u2019s difficult to create an environment that will appeal to everyone, so it\u2019s your job to find what motivates each employee.<\/p>\n","protected":false},"author":10,"featured_media":3075,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[150,134],"tags":[],"class_list":["post-3077","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-motivation-en","category-sales-structure"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How To Motivate Your Sales Team: 3 Steps to Get Better Results<\/title>\n<meta name=\"description\" content=\"How do you motivate your sales team and maintain its motivation to get the best results? Different things motivate different people. As a leader, it\u2019s difficult to create an environment that will appeal to everyone, so it\u2019s your job to find what motivates each employee.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How To Motivate Your Sales Team: 3 Steps to Get Better Results\" \/>\n<meta property=\"og:description\" content=\"How do you motivate your sales team and maintain its motivation to get the best results? Different things motivate different people. As a leader, it\u2019s difficult to create an environment that will appeal to everyone, so it\u2019s your job to find what motivates each employee.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/\" \/>\n<meta property=\"og:site_name\" content=\"Croissance des ventes B2B par PRIMA\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/primaressource\/\" \/>\n<meta property=\"article:published_time\" content=\"2018-03-07T22:30:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-04-18T17:11:02+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/05\/motivate-your-sales-team-1-scaled.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2560\" \/>\n\t<meta property=\"og:image:height\" content=\"1707\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Fr\u00e9d\u00e9ric Lucas\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@primaressource\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Fr\u00e9d\u00e9ric Lucas\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/\",\"url\":\"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/\",\"name\":\"How To Motivate Your Sales Team: 3 Steps to Get Better Results\",\"isPartOf\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/05\/motivate-your-sales-team-1-scaled.jpg\",\"datePublished\":\"2018-03-07T22:30:00+00:00\",\"dateModified\":\"2023-04-18T17:11:02+00:00\",\"author\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1\"},\"description\":\"How do you motivate your sales team and maintain its motivation to get the best results? Different things motivate different people. As a leader, it\u2019s difficult to create an environment that will appeal to everyone, so it\u2019s your job to find what motivates each employee.\",\"breadcrumb\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/#primaryimage\",\"url\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/05\/motivate-your-sales-team-1-scaled.jpg\",\"contentUrl\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/05\/motivate-your-sales-team-1-scaled.jpg\",\"width\":2560,\"height\":1707,\"caption\":\"Motivate your sales team\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Accueil\",\"item\":\"https:\/\/blog.primaressource.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"How To Motivate Your Sales Team: 3 Steps to Get Better Results\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#website\",\"url\":\"https:\/\/blog.primaressource.com\/en\/\",\"name\":\"Croissance des ventes B2B par PRIMA\",\"description\":\"\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/blog.primaressource.com\/en\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1\",\"name\":\"Fr\u00e9d\u00e9ric Lucas\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g\",\"caption\":\"Fr\u00e9d\u00e9ric Lucas\"},\"description\":\"\u00c0 la barre de Prima Ressource depuis 2007, Fr\u00e9d\u00e9ric a aid\u00e9 des centaines de chefs, ex\u00e9cutifs et repr\u00e9sentants \u00e0 atteindre leurs objectifs et \u00e0 viser plus haut. Les clients reconnaissent Fr\u00e9d\u00e9ric comme la personne qui leur dit ce qu'ils ont besoin d'entendre, et non ce qu'ils veulent entendre. Ils attachent de la valeur \u00e0 l'\u00e9tendue de son expertise, \u00e0 la science qui soutient le cadre de son travail et \u00e0 la pr\u00e9dictivit\u00e9 de ses observations et conseils.\",\"sameAs\":[\"https:\/\/www.facebook.com\/primaressource\/\",\"http:\/\/www.linkedin.com\/in\/primaressource\/fr\",\"https:\/\/x.com\/primaressource\"],\"url\":\"https:\/\/blog.primaressource.com\/en\/author\/frederic-lucas\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"How To Motivate Your Sales Team: 3 Steps to Get Better Results","description":"How do you motivate your sales team and maintain its motivation to get the best results? Different things motivate different people. As a leader, it\u2019s difficult to create an environment that will appeal to everyone, so it\u2019s your job to find what motivates each employee.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/","og_locale":"en_US","og_type":"article","og_title":"How To Motivate Your Sales Team: 3 Steps to Get Better Results","og_description":"How do you motivate your sales team and maintain its motivation to get the best results? Different things motivate different people. As a leader, it\u2019s difficult to create an environment that will appeal to everyone, so it\u2019s your job to find what motivates each employee.","og_url":"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/","og_site_name":"Croissance des ventes B2B par PRIMA","article_author":"https:\/\/www.facebook.com\/primaressource\/","article_published_time":"2018-03-07T22:30:00+00:00","article_modified_time":"2023-04-18T17:11:02+00:00","og_image":[{"width":2560,"height":1707,"url":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/05\/motivate-your-sales-team-1-scaled.jpg","type":"image\/jpeg"}],"author":"Fr\u00e9d\u00e9ric Lucas","twitter_card":"summary_large_image","twitter_creator":"@primaressource","twitter_misc":{"Written by":"Fr\u00e9d\u00e9ric Lucas","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/","url":"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/","name":"How To Motivate Your Sales Team: 3 Steps to Get Better Results","isPartOf":{"@id":"https:\/\/blog.primaressource.com\/en\/#website"},"primaryImageOfPage":{"@id":"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/#primaryimage"},"image":{"@id":"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/#primaryimage"},"thumbnailUrl":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/05\/motivate-your-sales-team-1-scaled.jpg","datePublished":"2018-03-07T22:30:00+00:00","dateModified":"2023-04-18T17:11:02+00:00","author":{"@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1"},"description":"How do you motivate your sales team and maintain its motivation to get the best results? Different things motivate different people. As a leader, it\u2019s difficult to create an environment that will appeal to everyone, so it\u2019s your job to find what motivates each employee.","breadcrumb":{"@id":"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/#primaryimage","url":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/05\/motivate-your-sales-team-1-scaled.jpg","contentUrl":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/05\/motivate-your-sales-team-1-scaled.jpg","width":2560,"height":1707,"caption":"Motivate your sales team"},{"@type":"BreadcrumbList","@id":"https:\/\/blog.primaressource.com\/en\/3-steps-to-motivate-your-sales-team\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Accueil","item":"https:\/\/blog.primaressource.com\/en\/"},{"@type":"ListItem","position":2,"name":"How To Motivate Your Sales Team: 3 Steps to Get Better Results"}]},{"@type":"WebSite","@id":"https:\/\/blog.primaressource.com\/en\/#website","url":"https:\/\/blog.primaressource.com\/en\/","name":"Croissance des ventes B2B par PRIMA","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/blog.primaressource.com\/en\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/5abd35856ec37e018aa71de9159479b1","name":"Fr\u00e9d\u00e9ric Lucas","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/437a2ebe38d4aab39a68f89a1a5d9753?s=96&d=mm&r=g","caption":"Fr\u00e9d\u00e9ric Lucas"},"description":"\u00c0 la barre de Prima Ressource depuis 2007, Fr\u00e9d\u00e9ric a aid\u00e9 des centaines de chefs, ex\u00e9cutifs et repr\u00e9sentants \u00e0 atteindre leurs objectifs et \u00e0 viser plus haut. Les clients reconnaissent Fr\u00e9d\u00e9ric comme la personne qui leur dit ce qu'ils ont besoin d'entendre, et non ce qu'ils veulent entendre. Ils attachent de la valeur \u00e0 l'\u00e9tendue de son expertise, \u00e0 la science qui soutient le cadre de son travail et \u00e0 la pr\u00e9dictivit\u00e9 de ses observations et conseils.","sameAs":["https:\/\/www.facebook.com\/primaressource\/","http:\/\/www.linkedin.com\/in\/primaressource\/fr","https:\/\/x.com\/primaressource"],"url":"https:\/\/blog.primaressource.com\/en\/author\/frederic-lucas\/"}]}},"_links":{"self":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/3077"}],"collection":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/comments?post=3077"}],"version-history":[{"count":2,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/3077\/revisions"}],"predecessor-version":[{"id":8778,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/3077\/revisions\/8778"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/media\/3075"}],"wp:attachment":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/media?parent=3077"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/categories?post=3077"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/tags?post=3077"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}