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Sales Leadership
Nov 9, 2017 | Canadian Professional Sales Association lock

Motivation is a fickle thing. It comes and goes, and it is not easy to create. Teams and organizations everywhere attempt to motivate their employees to work smarter and harder, achieve their goals, and help the organization grow.

Unfortunately, not all are successful, and this can have a huge impact on business results. It is critical that your sales team is motivated to succeed, and we’ve outlined the top ways you can make sure that they are.

Ability to Advance and Grow

No, the first factor is not related to salary. Most people, and likely the type of people you want to have on your team, are ambitious. They want to face new challenges and learn new things in their careers, and they want to advance into new roles with more responsibility. They are looking for opportunities that will help them achieve their career goals, and they want to succeed in driving results. Giving your team members the chance to learn new skills, try new techniques, and drive their initiatives are all ways that you can help them grow, and thus motivate them to succeed.


While the first motivating factor is not related to salary or money, there’s no denying that money does motivate sales teams. Salary and commission should be structured to reflect the effort and responsibility your salesperson or team put into closing the sale. Incentives and commissions need to be tied to the organization’s idea of success. You should make aggressive goals for the team so that they are incentivized to push beyond their comfort zone, but goals should not be so out of reach that the sales team has no chance of reaching them, as this will serve to demotivate them.

Belief in the Product

 It’s much more fun for salespeople to sell a product that they genuinely believe helps people or organizations. The features make sense, the benefits are clear, and the pricing aligns with the value delivered. Belief in the product stems from the company vision. Even if your product is in it’s early stages and doesn’t have all of the features it could have, getting your sales team excited about what the product will eventually look like will motivate them to start selling it. Share the product roadmap, the future that you envision for the product in a few months or years, and success stories and testimonials. Gather feedback from your sales team, and incorporate it into your roadmap to improve the product or service.

Celebrating Successes

Everyone deserves a pat on the back once in-a-while. Your sales team is working very hard to achieve their goals, and acknowledging their efforts is a reminder that their hard work is worth it. When the sales team hits a milestone or achieves a goal, the team and the organization should celebrate. It could be as simple as an email announcement congratulating everyone, or as elaborate as a massive company-wide party. Whatever way your organization chooses to celebrate success, make it a habit to do so in order to keep your sales team motivated.

If you start to think that your sales team is losing steam, they are likely feeling a lack of motivation as a result of one of these factors. Make these practices part of your organizational processes and culture, and you’ll succeed in retaining employees and achieving goals. 

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