Money rewards make sales representatives feel that their income depends on their outcomes. Sales reps are not machines; they like us all, want to be valued for who we are and not what we do. Rejection is part of a sales reps every day, and while it might crush most other people, sales reps are made of sterner stuff.
Sales reps are motivated, goal-oriented, passionate and resilient; however, they need to be recognised for what they achieve as individuals. The usual rewards such as salary, commission and bonus, are great incentives but sales reps don’t work hard for the money, alone. Money has a diminishing return as an incentive (you can only spend so much!)
Studies show at a certain level to reward intellectual work with money is not of any appreciation, more money does not get more results. Recognition, visibility, praise and personal elevation as a crucial contributor to sustaining motivation.
The reality is, results do not account for all the effort a sales rep puts in. Sales are dependent on matching customers objective and timing, and the supplier structure, culture and operational efficiency. Sales reps can spend more time working through the internal obstacles than the ones customers erect.
The truth is, there is not one single motivation technique that works for every personality. For motivation to be lasting it must be personal. What works for you may not work for others. Sales reps are already motivated, however, to sustain a positive impact they must keep their level of motivation high.
4 Essential Ways to Motivate Sales Reps and Value Their Achievements:
- Sales reps must feel proud to represent the growing company and its products; they feel that it is their reputation at stake. They must be able to engage others to purchase the product or service that they truly believe in it.
- One way to keep sales reps stimulated is to introduce gamification to motivate, recognise and reward your sales teams. Gamification is to engage with elements found in games to encourage action. Gamification helps turn day-to-day routines into more exciting journeys.
- Sales reps are often siloed and undervalued, without sales building relationships and bringing in the money most other areas of the business will not exist. Sales reps are motivated when they feel valued and considered an important part of the whole community. Sales reps must understand their role in contributing to the company’s success.
- An example of a gamified leaderboard would share relevant data and recognise the sales reps within the whole company, motivating the sales professional with game elements tailored to their individual preferences and values. The entire company gets to see the value of sales and can engage to support the success.
Forbes Insight state that “58% of buyers report that sales reps are not able to efficiently answer their questions.” Moreover, 42% of sales reps, don’t feel like they have the right information before making a sales call.” Scale Your Sale Motivation Masterclass helps sales reps gain real insights to believe in their success.
What Are You Doing to Help Sustain Motivation?
Buyers look to your brand values to see if you are a fit for them, qualities represented in your sales reps. The more you can maintain rather than drain the customarily motivated sales rep to take their knowledge and skills to the next level, the more everyone in and outside of the company benefits.