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MOTIVATION


tools sales leaders can implement to help their reps stay on track.


How to Combine Motivation with Accountability in Sales


MARK MCWATTERS


In a time of increased remote work, the words “motivation” and “accountability” have become such common catchphrases that they’ve almost become synonymous with the very idea of working from home. Plus, let’s face it, working from home can feel isolating and overwhelming – resulting in a lack of motivation.


The reality: Sales leadership has lost their sales floors. This has led many sales leaders to wonder how to hold our reps accountable and motivate them while they all work from home. But wait – salespeople have always


spent much of their time in the field and away from the office. So this is simply another challenge in a different time. Let’s take a closer look at some ways


motivation and accountability play a role in a sales team’s success and some


10 | JULY/AUGUST 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


IMPROVE COMPANY CULTURE The sales industry is one of the most intense and stressful industries out there. While many companies offer a base salary, most sales roles include a “not-guaranteed commission” that makes up roughly 50% of their total pay. So, not only are sales reps expect- ed to close multiple deals; the idea of relying on commissions can add even more stress to a deal. Many times, this is the only thing holding them ac- countable – but it shouldn’t be. It is easy to surmise that sales- people jump into this field just to make money. However, recognition is also a great way to motivate reps and improve company culture. A lot of the time, little wins can make a big difference in someone’s day. Simply setting up a demo request or send- ing a pricing sheet should be recog- nized by sales leaders. Celebrating those early-funnel KPIs can help motivate reps and encourage them to continue to reach the right sell- ing behaviors. Recognition doesn’t mean it has to be a huge party or a $100 gift card. Sometimes, it’s just a simple one-to-one note or a call-out in a team stand-up that delivers a pat on the back. For reps to achieve these small victories, however, they must know what early- and late-funnel KPIs they should be tracking toward. Give them the path to hit their number! The sales formula. How many meet- ings does it take to convert an op- portunity? How many opportunities to closed-won? Teams without clarity on what they need to accomplish to meet organization goals simply aren’t able to be held accountable for their work. For leadership, establishing a clear set of expectations throughout the team is imperative. This allows reps to set and track goals based on those expectations. Creating a cul- ture of proactive accountability can, in turn, help teams boost productivity and motivation.


STUNNINGART / SHUTTERSTOCK.COM


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