What Motivates A Sales Person?

• Is it time?
• Is it money?
• Is it being the best?

Motivating a sales professional isn’t just about the pay check they bring home every month. I appreciate most people go into sales to earn a nice chunky commission… of course, that’s what kickstarts their interest. That’s how businesses will advertise– the OTE and the uncapped commission (in some cases).

Don’t get me wrong, there will always be a small group in your sales team whose sole professional purpose is to come in, earn money and go home to their families. That doesn’t make them less ambitious, the money alone is enough to keep them incentivised.

But if you look closely at a sales team, you’ll find the majority of them will want more from their time at work, after all they spend most of their life there. These are the people whose interests extend beyond the money in their account.

They want recognition

Working in sales is tough, and so being recognised for their hard work goes a long way with salespeople. Employers may feel that the money they pay them is enough to keep them happy; on the contrary, this is miscalculated. Salespeople have to deal with a lot, their efforts are worth more than a monetary reward. Every day they deal with rejection, they regularly hit their KPI’s and consistently talk the talk, only to come in the next month and do it all over again. You are only as good as your last day in sales – your good days are soon forgotten about when you have a bad day, and this gets overlooked.

Communication is key

The way managers and leaders communicate with their sales staff is paramount to a happy employee. They should be able to open up about their mood or their current headspace, there should be a ‘doors always open approach’ between one another. Having a system in place which allows staff to share their thoughts, goals and aspirations allows full transparency; therefore, creating mutual respect. This will encourage a fully committed salesman, devoted to their team and targets. Being listened to goes a long way. It’s not always about numbers and targets, there’s a bigger picture which regularly needs to be addressed. Talk with them, not at them.

Get the best out of your sales team by not just promising a decent paycheck, but by understanding them on a human level.