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Motivating your sales force

Aug 17, 2016

As managers, by understanding your salespeople and what makes them tick, you have all of the opportunity to make a difference in the results produced by your team and the company.  

An article written by BI WORLDWIDE’s Vice President of Sales Engagement Strategy, Mark Hirschfeld, notes a more engaged sales force drives longer-term customer relationships.

Your sales team can be your best brand ambassadors, if you know how best to lead them. Your sales force is on the front lines, communicating with both prospective and existing customers regularly. Are they representing your company in a positive light?

Are they engaged in their work? How do you know?

BI WORLDWIDE conducted a global study which measured employees’ engagement levels in correlation with revenue trends, and employees, in every case report better business outcomes when they are engaged.  

And what does this have to do with your sales team? Everything.

The basis of the study was the New Rules of Engagement℠. These ‘rules’ are a diagnostic tool that act as levers to help managers improve the commitment and performance of their employees - including their salesforce. 

And out of that, came some interesting findings regarding a few of the rules and salespeople specifically. 

1. Only 53% of sales managers are pushing the right buttons when it comes to motivating their sales force

Rule: Get inside their heads.

More than ever, great managing is a matter of intense understanding of each unique individual, knowing their abilities, their aspirations, and how they work best.

2. Over half of all salespeople are worried about losing their job. They’re in no state to please their (and your) customers. 

Rule: Make them fearless.

No one can promise job security anymore. But that doesn’t mean you can’t make your people courageous, able to focus on the company’s goals rather than self-preservation. 

3. Over half of salespeople are bored. Their boredom might just lead them right out the door.

Rule: Don’t kill the meaning. 

People need to be part of something bigger than just a job and a paycheque.Meaning drives higher performance. 

4. 38% of sales staff are in need of more training and development.

Rule: See their future.   

What people do today is largely motivated by where they think it will take them in the future. It’s as true on the job as it was for every employee dreaming of a future career when he or she was in school. Companies that are deliberate about helping employees chart that future get those people’s best work. 

5. 45% of all salespeople are still looking for truly engaging recognition. 

Rule: Magnify their success.

What a company does not recognize, it should not expect to see repeated. Making a big deal of employees’ accomplishments ensures the victories will be multiplied. 

So, what does this mean?

As managers, by understanding your salespeople and what makes them tick, you have all of the opportunity to make a difference in the results produced by your team, and the company.  

To learn more about how we can help your company with sales force engagement we welcome you to get in touch with us at: or directly at +1 954.800.0490.

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