Sales Motivation: How to Motivate Your Sales Team (20 Ways)

Last updated on August 3rd, 2023

In this actionable guide, we’ll be going over the best ways to motivate your sales team to sell like crazy.

Consistent company growth requires a strong sales team to back you up and help you achieve it.

But strong sales teams don’t just manifest themselves; you’ll need to do the work to make sure they’re organized, synchronized, and driven. 

And often, it’s that last part where many teams trip up — getting your sales team to be just as driven as you.

You can have all the organization you want, but it doesn’t mean much if there’s no drive.

So how do you foster that sales team motivation?

Today, we’re going to cover some of the best sales motivation tips to do just that.

• Get organized
• Increase efficiency
• Build relationships
• Focus on key sales activities
• Delegate responsibilities
• Put a sales rep in the driver’s seat
• Sweat together
• Use rewards
• Money
• Think outside the box
• Create a competition
• Constructive feedback
• Be a mentor
• Stay positive
• Set 10X goals
• Take 10X actions
• Value your team
• Celebrate wins
• The most important motivator

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#1: Start with Getting Organized 

One of the most frustrating feelings out there is one of wasted time.

And disorganization can cause a lot of wasted time, specifically when it comes to data.

When your customer data is split between various places, you’ve got a surefire way to lose valuable time, patience, and ultimately, customers. 

Effective teams know how to organize in ways that save time and avoid confusion.

They’re able to simplify processes, consolidate data, and keep things organized to ensure things always (well, usually) go smoothly.

One of the best ways to do this is to simplify.

An easy way to organize and motivate your sales team?

Choosing a good CRM software. Integrating a CRM into your sales processes and pipelines will help you keep all of your customers’ data in one place. 

Instead of complex, convoluted processes, break them down into more streamlined courses of action that are easy to follow.

Also, having a sales tool that integrates with your CRM can make it even more valuable. For example, Badger Maps shows your customer data on a map and helps your field sales team optimize their routes to get more meetings and sales.

You’ll find that your team will be much more motivated in the long run by reducing sales frustration in these ways.

#2: Increase Efficiency — Automate the Sales Process

And a step after organization comes automation.

The more automated your sales process becomes, the more it’ll operate like the well-oiled selling machine you want it to be. 

But what do I mean by “automating” the process?

Well, taking out any of the menial tasks throughout your process is a good start.

When you reduce the number of emails manually sent, data entry, and any other smaller, more tedious tasks, it helps your team focus on the things that matter most.

There are two ways to start streamlining processes with automation:

1. Outsource or hire a virtual assistant.

and/or…

2. Using a CRM software that has automation capabilities. 

And luckily for you, a CRM like VipeCloud allows you to handle the automation and more. That way, you can save valuable time and energy for your team while increasing its efficiency all in one go.

In fact, it can even help with our previous steps by consolidating your customer data into one convenient place, too.

Want to learn how to create a sales funnel that streamlines the process for you? Read our guide on automated sales funnels.

#3: Build Relationships With Your Sales Reps

Remember how we mentioned that your sales process should help you run like a well-oiled machine in that last section?

That was true, but there’s a common mistake that leaders make when managing their teams.

See, while your team should run like a machine, the people in it are… well, people.

They’re not robots, and as such, you should build and foster relationships with them.

For one, you get to know all the people on your team on a deeper than surface level, which is rewarding on its own. On top of that, keeping a positive vibe and environment for everyone will help the team stay productive.

Not only that, but by learning more about everyone, you can get more insights on how they work best, what their strengths are, and where they may have weaknesses. That way, you can place people in the spots that let them shine the most.

#4 Focus On Key Sales Activities Instead Of Results

Most companies focus on sales results, rather than key sales activities that play a crucial role in getting the end result.

This may be a no-brainer from a business point of view. But since you can influence the end results, but never totally control them, focusing on sales results alone can be stressful for reps and managers.

And you don’t want to stress people who drive your business, right?!

For instance, salespeople can control what to say during the call, and control what percentage they talk versus listen on that call. However, it’s the person on the other side of the line making the final decision – to buy what you offer or not.

To encourage your salespeople, it’s a good idea to get their attention on how they approach each customer to get the most out of each call, rather than having only the end result in mind.

#5: Give Your Salespeople Responsibilities

Most people feel empowered when being held responsible for certain actions, especially when it’s at work.

So try to blur the line between the boss and the salespeople.

For example, when a new project arises, delegate at least one primary responsibility for a sales rep to manage, not the sales manager.

This action will especially motivate those who are natural leaders.

#6: Put Your Sales Reps In The Driver’s Seat

As mentioned in the previous section, putting your salespeople in the driver’s seat can be highly motivating.

In fact, the feeling of ownership can increase employee happiness and can ultimately increase their every day success – says Bhavin Parikh, CEO in discussion with Fast Company.

But how do you give your reps the sense of ownership?

Simple!

Set a certain short term destination for your sales reps and let them find their path towards that goal.

For example, you could assign your rep a short-term goal of acquiring 2 new customers per day and let them do the job in a way it works best for them.

The same would work for sales managers as well. 

#7: Sweat Together

Most business owners don’t want to do the heavy lifting with their salespeople.

However, there’s nothing more motivating than seeing the company leaders being involved in the team work, striving for group success.

Feel free to support a sales rep during a difficult sales call, helping them to do their best and hopefully turn that prospect into a customer.

Most importantly, don’t forget to praise each sales rep that wins the game by bringing in the sale. Even the simple act of appreciation will encourage the sales reps.

#8: Incentives — Reward Your Team

It’s no secret that sales teams handle a ton of pressure on a daily basis. There is a ton of rejection that comes with sales, after all.

And if your sales reps feel they’re not appreciated or rewarded for their work, it’s common to see them fall into slumps or burn out.

Your salespeople should have perks and rewards to work towards, so they’re motivated to hit those higher quotas.

These rewards and perks can take many forms, from friendly competitions (which we’ll cover in a sec) to milestone rewards.

The exact way you reward your sales reps is up to you to decide, but to give you a push in the right direction, here are some of the best ways to create incentives and rewards to offer your team:

#9: Money

The classic reward.

If your team isn’t thinking about money right, then it’s going to be harder for them to sell.

When it comes to the incentives you offer themselves, you’ve got plenty of options.

The first, and most apparent, sales incentive might be an extra cash bonus. Whether this is in the form of literal cash or something like a gift card is up to you.

Some type of commission is always a sales motivator.

You can never really go wrong with cash, but there’s always room to be a bit more creative as well…

#10: Thinking Out of the Box to Motivate Your Sales Team

When you’re trying to think of a good reward, creative ones can be some of the most motivating and fun.

Have an adventurous team? How about a travel voucher or game ticket?

Maybe the top performer gets an extra holiday day during the quarter. 

Or perhaps you’ve got a list of benefits that are customized just for your team. Whatever prize you choose, always consider a fun, creative option to help keep everyone motivated and in good spirits.

And on the topic of fun, what better motivator is there than a bit of good-spirited competition?

#11: Creating a Competition to Motivate Your Team

For those of you with siblings, this may or may not be a familiar one.

Friendly rivalries and healthy competition can be extremely productive ways to increase your team’s motivation.

A good way to boost output is to try and foster sales contests whenever you can.

Perhaps you have a quarterly competition where the top performer gets some sort of reward. (If you haven’t noticed, this perfectly ties in with our previously mentioned incentives.)

And again, if you need some help figuring out what to offer as a reward, a good start might be the previously-mentioned relationship building. If you know your sales reps well, you’ll also likely know what rewards would motivate them the most.

Just make sure that the competition doesn’t create any grudges within the team; the last thing you want is a fun competition to turn sour because of bad rivalries.

#12: Feedback — Everyone Needs It

Motivation starts with appreciation. According to the American Psychological Association, positive feedback leads to long-term motivation. 

Acknowledging a rep’s strong suits boosts confidence and shows the other team members who they can learn from. Every person wants to feel valued. The more valued they feel, the more compelled they are to work hard and motivate others.

Motivation is a mental marathon. When someone you trust is pressuring you to be your best self, it’s a lot easier to do your job well. Your team should be coaching each other and pushing limits. 

After all, wouldn’t you try harder if someone was rooting for you?

Set goals for your team and let them communicate their results every step of the way. Especially with a new team, it’s helpful that they know their strengths and what they can improve. 

Be specific about what they’re doing right when you give feedback. Hold relaxed meetings with your team and promote open and energetic communication.

A good sales team is in constant communication. Positive feedback and constructive criticism should be exchanged within the team and between the team and management.

Your sales team should stay on the same page, just like your data.

#13: Help Your Team Become Experts (In Sales & In Your Industry)

A great leader is also a good mentor.

It’s not just your job to make sure the team sells enough; it’s also your responsibility to equip your team members for their future in the industry, whether that future is with the company or elsewhere.

Don’t let your team get by on the baseline amount of knowledge. Every day should be a learning experience, and everyone (including you) should be striving to become better experts in the field.

So always work to equip your team members with more skills and knowledge to deal with any situation that may arise at an expert level. 

When they notice that you’re not just invested in the company, but their future too —  it’ll go a long way. You’ll build better chemistry, and your team will learn to sell better.

#14: Reminder: Stay Positive — There’s Always The Next One

Listen, whether we like it or not, not every call will go smoothly; some of them will go absolutely terrible.

No one is going to be maximally efficient every single day.

And no one member of your team is going to be perfect (again, including you).

And that’s fine; it’s okay to have things go wrong sometimes. It’s all part of the process. If you want to be the best leader you can be, you’ve got to recognize this and account for it.

Remember, there’s always another lead, another sales call, or another opportunity to do better, so if you or a team member fails, it’s not the end of the world.

Make sure to reinforce this idea throughout your team’s culture. Rather than focusing on the negative side of failure, always use it as a way to motivate your sales team to do better the next time.

And definitely don’t make your team members feel bad or guilty if their performance occasionally isn’t up to par. Work to reinforce them with constructive feedback, and help them get a better spot. 

Remember, the only thing “destructive” criticism will do is ruin trust and performance.

#15: Set 10X Goals

Here’s another massive tip for both team and personal goals. You might have heard of this one if you know of Grant Cardone.

Instead of setting “normal” goals for you and your team, aim high.

Don’t stop at what you think you can do; set your goals at 10x the amount you think you can achieve.  Too many teams stop short of what they can truly achieve purely because they aren’t pushing themselves high enough.

But let us be the first to tell you:

Your team is much more capable than you think it is when given the right motivation.

Whenever you’re discussing goals, set them at a level much higher than the team thinks they can achieve. You’ll probably find that it’s much more motivating to have that high number to chase rather than settling for less than you’re all capable of.

Remember:

Falling short of a huge 10X goal is much better than falling short of a more modest one.

But this rule doesn’t just stop at setting 10X the goals…

#16: Take 10X Actions

To get the most out of this, you’ve got to follow through with what we’ll dub the “10x Rule.” (Great book, by the way, in my opinion.)

And that means not just aiming high, but taking 10X the number of actions that you think are necessary to achieve those goals.

Two of the most tragic mistakes any sales team or individual can take are not setting goals high enough or not taking enough action to meet their goals.

Don’t let anyone in your team settle for the bare minimum amount of effort, including yourself.

As any good relay race competitor would tell you, strive to complete goals at a full sprint and follow-through rather than a dull jog up to the finish line.

#17: Track Goals & Progress

Another significant factor towards sales motivation is seeing the progress you’ve made towards your goals along the way.

Track your sales. This is one of my favorite sales team motivation ideas on this list.

Often, we don’t realize just how far we’ve come from the start until we look back, so make a very intentional effort to track your team’s goals and progress and all the individuals in it.

Once you look back on all the progress you’ve made, you’ll likely be inspired to push for even more, and so will your sales reps.

#18: Value Your Team

You should also make a very large effort to show your team, and each member of it, exactly how valued they are.

Again, your team isn’t made of robots, and knowing just how much they’re valued goes a long way.

No matter how big or small a role someone plays, go out of your way to show them that; you’d be surprised at how big of a difference that this simple step can make in your team’s motivation.

#19: Celebrate Wins and Goals Reached

And hey, remember that it’s not all just work, work, work…

When your team hits those big goals you’ve all set for yourselves, it’s time to do one (very important) thing:

Celebrate! (The most fun way to motivate your sales team.)

Hitting goals isn’t something you should overlook. It’s a huge accomplishment, especially if you’re setting 10X goals as we recommend earlier.

Never skimp out on celebrations when they’re called for; they’re another piece that goes a long way in letting your team know the value they bring to the table, and parties fantastic for morale.

Plus, if for nothing else: who doesn’t love a good party?

#20: Time to Take Action

And there you have it, a whole slew of different ways to motivate sales teams to keep your salespeople in top performance mode.

But the most important way among all of the ways to motivate your employees?

Just take action.

Whether you’re going to start hosting regular celebrations, setting higher goals, or running friendly competitions, you can’t go wrong with any of the tips on the list.

Looking for another article to help with your sales motivation? Check out the best 10 sales affirmations you need to know.

Get Help with Your Sales Team’s Organization & Automation

Remember when we mentioned automating the sales process to make it more efficient?

VipeCloud is a great way to do just that.

It’s got plenty of features to help you take care of the menial tasks so your team can focus on the things that matter. 

Learn more about how it can improve your sales team’s workflow here. Or schedule a free demo today!