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The Secret to Motivating Your Salespeople

Jan 01, 2015

Written by: Walter Ruckes
(View Author Bio)

The secret to motivating average salespeople to achieve top performance. 

Secret to Motivate a Sales Force 


A successful sales incentive program will include three critical elements: goal setting, emotional commitment and focus. These elements will serve as the foundation for both short-term and long-term programs that will ultimately help you engage your sales reps to achieve your business objectives. Explore our guide to learn best practices to follow when designing your next incentive program.

Finding the Fit

Conventional wisdom says that top performers are intrinsically motivated to perform, achieve and win. But translating that motivation into action doesn’t happen magically. Somewhere along the way, top performers find their idiosyncratic fit. They quickly and naturally identify how they have the edge over their fellow salespeople – and the competition.

It’s not that average and low performers aren’t intrinsically motivated to succeed. They just have a harder time translating their motivation into action. In other words, they need help finding their own unique fit. As a sales executive, frame your conversations and discussions in a way that helps each individual identify the advantages they have to perform, achieve and win.

Ways to set your team up for success:

Segmented Communications
Segment your communications to each individual with a personalized message about how they are performing. They will naturally compare themselves to others, but they need help challenging themselves.

Account or Area Assignments
Make sure each sales rep knows why they are being assigned specific accounts or areas, then work with them to identify what it is about those accounts that will allow them to achieve success.

Choice of Goals
Research shows that if you give sales reps a choice of goals for a short-term incentive, over 50% will choose the highest goal offered because they think it’s achievable.

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Walter Ruckes BI WORLDWIDE

Walter Ruckes

Vice President
Sales and Channel Engagement

As Vice President of BI WORLDWIDE’s Sales & Channel Engagement Group, Walter Ruckes' primary focus is to develop sales and channel engagement strategies and solutions that change the behaviors of sales people, distributors, dealers and channel sales representatives. An expert in sales incentive strategy, he educates sales professionals around the world on how to best engage their sales force through sales engagement strategies, solutions and best practices.