Think of the most motivated salesperson you know.
Now put them in a cloning machine and push the “copy” button repeatedly.
You would be in awe of the selling power this group of clones has, right?
That’s essentially what a team of motivated salespeople is. A powerful coalition of professionals with a strong drive to get out into the world and sell, sell, sell.
A team like that is guaranteed to elevate your brand, bring in high-quality clientele, and increase your profits astronomically.
Moreover, they motivate each other.
Does that describe your team? Is your team motivated to meet and exceed company goals? Are they constantly challenging themselves? If not, what’s stopping them from performing at their full potential?
If your team spirit is a bit sluggish, we can give them the mental wake-up call they need. Here at Dynamo Selling, we consider ourselves professional motivators. Get in touch with us today to learn more about our tailor-made sales training in Brisbane and Australia wide.
You may be asking yourself why motivation is such a big deal. After all, isn’t money enough motivation for salespeople?
Yes and no.
Money is an effective motivator, but it isn’t enough of a motivating factor for an elite team of sales professionals to perform at their best.
“Salespeople are only motivated by money” is like saying, “hikers are only motivated by walking.” While that is partly true, it doesn’t give us the whole story.
Hikers are motivated to hike by a combination of factors like enjoying nature, exercising, and challenging themselves. Through a combination of these factors, a hiker summons the will to put on their hiking gear, master the elements, use various tools, and adapt to the environment as they travel swiftly and expertly to their intended goal.
It wouldn’t make sense to lump all hikers into a group motivated by a single cause, so why would we assume that all salespeople are motivated by one thing?
There’s a complexity behind the determiners that drive our behaviour. That’s because motivation is a matter of the mind, and the mind is no simple matter.
So put on your hiking boots and get ready to explore the inner workings of the mind on motivation.
What is the Psychology Behind Motivation?
Have you ever heard of Maslow’s “hierarchy of needs?”
It serves as a great foundation for understanding motivation!
Abraham Maslow was a well-known psychologist who believed that all people are drawn towards self-actualisation; in other words, we humans inherently want to achieve our full potential. So, in 1943 he published a paper where he proposed a unique motivation model called the “hierarchy of needs.” Visualised as a five-layered pyramid, each level contains a need that must be met before advancing to the next one.
Let’s take a closer look.
Level 1: Physiological Needs.
At the bottom of the pyramid are the things that are necessary for our survival. Food, water, shelter, and breathing form the foundation of motivation.
Level 2: Safety Needs.
To feel safe and secure, we are motivated by the need for safeguards against danger, financial stability, and a general bill of good health.
Level 3: Belonging Needs.
We want to feel wanted and accepted, so we are motivated to seek friendship, romantic relationships, and community groups.
Level 4: Esteem Needs.
To motivate behaviour, we need to feel appreciated and respected by others. When people view us as valuable, our self-esteem and confidence in our abilities increase exponentially.
Level 5: Self-actualisation Needs.
The peak of the pyramid requires the fulfilment of our potential and the full use of our talents. This final level is about personal growth and self-awareness.
Are you now able to see the flaw in the idea that “salespeople are only motivated by money?”
If your business model is based on money as the only motivator, you won’t get far. Sure, you’ll have competent salespeople on your team, but they are merely working to survive and feel safe. Going back to Maslow’s “hierarchy of needs,” you will remain stuck on the first two levels of motivation.
While mediocre may pay the bills today, it won’t ensure your survival for tomorrow. Moreover, you will never expand your business and earn piles of cash. As a leader, you must motivate your sales team to perform at their peak. To do so, you need to first understand how people become motivated and why.
Don’t just take Maslow’s word for it.
According to research from Harvard Business School, workers need to feel that their work is meaningful. When they think that their work serves a purpose, a sense of ownership motivates them to continue challenging themselves.
The American Psychological Association has found that 93 per cent of workers who “reported feeling valued said that they are motivated to do their best at work, and 88 per cent reported feeling engaged.”
Here’s what you need to do as a leader. To reach level three of Maslow’s hierarchy, create an empowering work environment. To attain levels four and five, you must elevate your leadership style and methods.
To begin moving up from the second to the third level of the motivational pyramid, start by changing your work surroundings.
What Type of Work Environments Motivate?
Describe your work environment in three words.
Was “motivating” or “inspiring” one of those words? If not, don’t fret! Although motivating your sales team to perform is challenging, it is possible.
Here are five ways the workplace can motivate sales teams to perform.
1. Unbreakable bonds
Take a moment to remember a time where you were happy to be a team member. What was that situation like? What were some of the team’s characteristics that made it different from other teams?
You may be the type of person who believes that they work best on their own. In this situation, what kind of team would you be willing to join? What are some team qualities that make you less inclined to join?
A team whose members trust, respect, and inspire each other is ideal. Team members have a strong bond because they know a helping hand is always there if needed.
An accepted and secure sales team is a sales team that is motivated to perform.
2. Open collaboration
Competition is an excellent motivator. While there’s no harm in a friendly competition between team members, the goal is to compete with sales teams outside your company. In other words, compete against the competition, not coworkers.
Your work environment should be collaborative rather than competitive. To collaborate means to share techniques, experiences, knowledge, and stories. The aim is to gather individual strengths and join forces with other teammates to be the best in the industry.
Motivate your sales team to perform by arming them with insider knowledge and the confidence that goes with it.
A collaborative sales team is a sales team that is motivated to perform.
3. Rewarding risks
Initially, the idea of rewarding risks seems confusing and counter-intuitive. The goal of every business is to decrease risk, right? Yes, but we are talking about calculated risks here. Because what if a risk results in an incredible payout? You don’t want to rob your team of a chance to succeed and learn how to lead.
Look at it from another angle. Can a salesperson give a spectacular performance from the comfort zone? After all, the comfort zone is a risk-free zone (learn how to leap into the success zone here). When we break out of our comfort zone, we take a risk and increase our chances of making a memorable impact.
Encourage team members to discuss their ideas and reward initiative. New, fresh ideas are bound to expand your market share and bring in new prospects. You never know which one of your teammates are sitting on the next million-dollar idea.
A creative sales team is a sales team that is motivated to perform.
4. Guided Growth
What is the difference between a manager and a leader? A manager follows a strict set of rules, whereas a leader isn’t afraid to take the path less travelled. Leaders help guide their team by mentoring or coaching them individually as they find their own way.
Helping team members grow is an effective way to motivate them to perform. By mentoring or coaching each person, you show them that you value their time, effort, and input. When salespeople feel valued, they feel motivated.
Remember, the key is to personalise each coaching or mentoring session to address an individual’s unique strengths and weaknesses. Come up with individualised plans that outline steps towards advancement within the company.
A knowledgeable sales team is a sales team that is motivated to perform.
5. Productive Spaces
So far, we’ve talked about the work environment in terms of attitudes and behaviours. But when it comes to the physical environment, the smallest things can make the biggest difference.
Some people are more productive in a space filled with visual motivators, while others need to concentrate in a clutter-free area. Give your team the freedom to create their own mini-world.
Whether it’s paintings on their cubicle walls or a simple plant on their desk, the point is customisation based on their own mode of motivation.
Although it’s a bit controversial, bringing in leisurely objects, like a ping-pong table or dartboards, can help the team blow off some steam. And let’s be honest; you’d look forward to going into work if there was a gym or air hockey there. Games that encourage friendly competition are a casual, informal way for teammates to chat and bond.
A happy sales team is a sales team that is motivated to perform.
Before you buy that pool table, send us a quick message. We’ll listen to your concerns and present you with a customised sales training plan to tap into the innermost desires of every single person on your sales team to motivate them to perform.
What Type of Leaders Motivate?
What is the secret to creating a motivated sales team? A great leader.
Think of someone in your life who inspired you. What type of personality did they have? Do you remember anything in particular that they said? Are you similar to that person?
Before you give yourself a pat on the back, check out our top three characteristics that a leader must-have. These three personality traits play an important role in motivating a sales team to perform.
1. Inspiring leaders are informed
- Know strengths & weaknesses. Great leaders are knowledgeable about what individual team members bring to the table and which areas require improvement. Moreover, they are keenly aware of their own strengths and weaknesses. Their goal is to lift up and guide others while simultaneously working to resolve their own shortcomings.
- Stay on top of industry trends. The marketplace is constantly shifting and changing. Exceptional leaders have a finger on the pulse of their industry and are continually updating their team’s skillset. Make sure your team is properly educated and informed so they remain up-to-date on the latest techniques.
- Share knowledge. Would you trust a salesperson who seemed unsure of their product or service? What about a salesperson with a strong sense of confidence? One of the best ways to make sure your team approaches clients with courage is knowledge. Arm your team with all the information they need, plus some more!
2. Energising leaders are positive
- Reward & recognize. One of the best ways to motivate your sales team doesn’t cost a single dollar! Recognition is a powerful motivator and an effective way to boost morale. When team members are praised for their hard work, they feel valued. Not everyone is comfortable with public praise, so you can ask them how they would like to receive compliments or mention their accomplishments in an email.
- Don’t punish errors. Go back to your childhood. When you were punished for a mistake, did you feel like you truly grew and learned a lesson? Or were you intimidated and resentful? Top-tier leaders know that mistakes are all about perspective. View each mistake as an opportunity for open dialogue and exchange.
- Please don’t wander around the office all day with a grin plastered on your face. That’s just creepy! Elite leaders are approachable and maintain an open-door policy. Their team knows that when things get hard, their boss will always be there to help them with a smile.
3. Influential leaders are humble
- No ego. We’ve all seen it; a maniacal manager drunk on power, demeaning and insulting those they believe are beneath them. These types of people in positions of power will never motivate a sales team to perform. World-class leaders are not afraid to roll their sleeves up and crawl into the trenches with their team. Talk about super motivating!
- Down with authoritarians. Do you want an unmotivated team? If so, be an authoritative boss. Authoritative leaders are not open to new ideas or feedback; they exert total control over every aspect of the business. Leaders who can successfully motivate their sales team actively listen to them and implement changes based on the expressed needs of their team and customers.
- Firm kindness. The way you communicate, verbally and nonverbally, is being dissected, assessed, and processed in every interaction. Impactful leaders are conscious of their every word and move. They command the attention of everyone in the room but are also extremely likeable and relatable. They’re highly respected but also warm and welcoming. It’s important to project kindness but be firm in your vision and goals.
Do you need help deciphering exactly what your business needs are? Our GapAttack® approach is guaranteed to shed light on what your team members and clients require to increase sales and expand your market share. Our sales training will unlock your team’s source of unlimited potential to motive them. We’re available for a quick consultation!
What type of phrases motivate?
The most legendary speeches in history have one thing in common: they are exceptionally motivating.
You don’t need to craft a long monologue just yet. Here are nine key phrases to help motivate your sales team.
- My door is always open.
- You are an indispensable part of the team.
- I value your hard work/insight/feedback
- What’s your opinion on this?
- That is an excellent observation.
- What course of action would you take if you were in my position?
- Some issues need to be addressed.
- We will overcome this hardship together.
- Thank you!
Although these words may seem simple and obvious at first glance, the intention behind them is what matters. It’s important that words of encouragement are delivered with sincerity and authenticity. Remember, if you want to motivate your teammates, make sure they feel seen and valued. Only then will you travel beyond your goals and profit margins.
Are you motivated?
Motivating a sales team is no simple feat, but it can be done. There are several components to motivation, including the psychological, work environment, team dynamic, and simple yet powerful words of acknowledgement. A profitable team is a motivated team.
We are here to help you craft a plan that will fire up your team and prepare them for victory. Contact us now!