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HOW TO MOT IVAT E Y OUR S ALE S T E AM WI T HOUT MO NE Y

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A competitive salary and attractive bonus scheme can go a long way in
securing the top sales talent on the market. However, research By giving us your details you
suggests that non-financial factors also play a significant role in agree to our privacy
maintaining employee engagement and motivation, which suggests policies. You also consent to
sales managers would do well to incorporate both financial and non- your data being stored by
financial rewards into team strategies. Incentives that don’t involve BMS Performance, which may
be used to make your
money typically play to a sale person’s emotional and psychological
recruitment experience
satisfaction, which can be what ultimately makes them stay with your
better for you.
company. Here’s how you can motivate your sales team without
money:
SUBSCRIBE

PROVIDE REGULAR REVIEWS AND FEEDBACK

Never underestimate the power of giving regular feedback to your
employees. With just under 60% of workers wanting feedback on daily
or weekly basis, according to PwC research, you can’t afford to rest on
your laurels when it comes to talking to your sales people about their
performance. A structured process for two-way feedback is vital.
Schedule regular meetings with each of your sales members to discuss LOOKING TO
their progress, what they can improve on and what they’re doing
well. HIRE A SALES
It’s not just positive feedback that can nurture motivation, either. PERSON?
Corrective feedback is preferred by 57% of employees, as opposed
to receiving praise and recognition. Your sales people don’t just want
to hear what they’re doing well – they want to learn how they can
improve and become even better in their roles, and work towards
taking the next step up in your sales team. Don’t forget to provide
constructive feedback as well as praise.

ENCOURAGE COMMUNICATION WITH SENIOR MANAGERS

Most sales people are inherently ambitious and would relish the
opportunity to interact with senior executives and directors. Access to Sales
these ‘top dogs’ will appeal to their ego and make them feel more
connected to the inner workings of your business. Facilitate this by
asking your CEO or regional director to talk to your key sales staff
THE IMPORTANCE
about their career hopes and future direction. While senior leaders OF A CLEARLY
may not always have the time to mentor sales people, this kind of DEFINED SALES
direct contact – even if it is just a one-off meeting – can do wonders STRATEGY
for a more junior staff member’s motivation. Plus, you can then ask
When it comes to succeeding in
the senior executive for their opinion on your sales star – it’s a win-
business, it’s essential that you
win.
create a proper sales strategy
with clear and…
ASK SALES PEOPLE TO LEAD A TEAM MEETING
Your sales people want to feel like a vital cog in the overall workings
of your business, and giving them more meaningful tasks and
responsibilities will only enhance this. As 33% of job-hunting
professionals are motivated by boredom and the desire for a new
challenge, it’s up to you to navigate this by providing new
opportunities for sales people to step up. Leading a team meeting is Sales
just one thing your team can work towards.
WHAT ARE THE
CELEBRATE THE GOOD TIMES – PUBLICLY CHARACTERISTICS
OF A NATURAL
BORN
Sales people in particular love praise and recognition, but the desire
SALESPERSON?
to be praised for good work runs across all industries. In fact, 52% of
workers say that leaders could give recognition in order to improve The best salespeople have a
engagement, with companies that use strategic recognition 48% more range of skills and
likely to report high engagement. Maximise this by ensuring your sales characteristics that contribute to
people receive public praise that not only their team members hear their success. From rapport
about, but also those in more senior positions. building and adaptability to…

CREATE COMPETITION
Sales people are innately competitive, particularly in the early
stages of their careers. No matter how friendly your sales people are
with each other and how much of a team culture you promote, all
sales people ultimately like to win. Encouraging a certain level of
competitiveness in the workplace can be a great motivator for your Sales
team, whether it’s through celebrating the highest number of calls
each week, meetings booked or new product sales. Tie this in with the
previous point on public acknowledgement and you could have the
HOW TO USE
perfect storm with which to engage sales people. ARTIFICIAL
INTELLIGENCE TO
IMPROVE YOUR
INVEST IN CUTTING-EDGE EDUCATION SALES TEAM
Artificial intelligence has been
Ongoing training and development is essential in any industry, with
on the rise for several years
90% of professionals saying they’d be less likely to look for a new job
now. AI software has become a
if their current employer offered training and development. The
prominent component of…
competitive, ever-evolving world of sales is no different. Give your
sales people the opportunity to upskill and gain new insights
whenever possible. Organise motivational speaker sessions, share
relevant books, podcasts and blogs, or consider investing in
professional training to help keep your team interested.

GET THEM TO CREATE THEIR OWN GOALS

In addition to the formal KPIs, targets and objectives set by your and
the business, sales people will benefit from having the opportunity to
set – and achieve – their own goals. Doing so encourages
responsibility and more strategic thinking, with sales people
encouraged to take their development into their own hands.

PROVIDE LITTLE EXTRAS

Never underestimate the power of a freebie – whether that’s in-office
yoga sessions, a regular office masseuse, gym passes, meals out or
even simply beers on a Friday after work. These type of employee
benefits can go a long way toward making a sales person’s day that
little bit more enjoyable, and indeed 55% of employees say they place
high value on the benefits provided by their employer. Make sure you
promote these perks as part of your employer brand to maximise
their potential.

ASK FOR ADVICE

The above steps can all help you motivate your sales team, and so too
can seeking help from the experts. Contact the BMS team to learn
how to fully engage with your sales people and turn them into stars.

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