Incentive: 12 Ways to Motivate your Sales Force

In our previous article, we discussed the evolution of motivation factors for sales representatives. We particularly noted the following: rewards have lost importance, giving way to more “social” elements. To help you motivate your team, discover our ranking of motivation levers for sales representatives in companies.

Here are 12 Motivation Levers for Sales Representatives:

Recognition of Efforts

Recognition of sales representatives increases their performance by 46%. For this, it is essential to regularly and in real-time monitor your team’s results in order to congratulate them on every success and at the right time.

Recognition of Progress Made

40% of sales representatives are motivated by the progress they make. So, consider implementing a way for your team to track their results and progress. Also, know that the younger and more junior your sales representatives are, the more important this aspect of progress will be for them and their motivation.

Career Development Opportunities

Stagnating is not good. 65% of sales representatives want to grow within their company. A sales representative will therefore be more motivated if their position is not static and if their role or responsibilities offer opportunities for advancement.

Work Environment

Some studies even place this lever at the top of the list! Indeed, the social aspect is becoming increasingly important. A good work environment therefore fosters the involvement of sales representatives because it increases their sense of belonging and their commitment to the company.

Autonomy in the Role and Taking Initiative

Your team wants to be heard, to be able to give their opinion, and to be autonomous! So, make room for discussion and listening: it’s sometimes a very good way to see talents develop within your sales force and to understand everyone’s perspectives.

Good Relationship with Management

70% of sales representatives who changed companies in 2012 say they left their position because they didn’t get along with their manager! This significant figure should make you aware of the importance of establishing a good relationship with your salespeople.

Compensation and Monetary Reward

Ah, here it is at last! And yes, compensation, on average, only comes after these other motivation levers… However, be careful: it’s a crucial element!!! So, implement a compensation policy that is simple and clear, but above all fair! It must reward effort and success so that your sales representatives truly adhere to it.

Skills Development

For 44% of sales representatives, prospects for knowledge development represent the element they like most about their job. So, implement tools to learn more and to transmit their skills.

Sales Challenges and Competitions

According to Action Commerciale magazine, 81.3% of executives observe a real increase in their turnover when their company organizes sales challenges. This stimulation tool is therefore highly recommended in your commercial policy.

Dynamic Commercial Policy

This point also impacts the company’s image, which will attract new recruits but, above all, motivate your current sales force to stay. For 52% of sales representatives, the image their company projects is what they prefer about their employer!

Working Conditions

This 11^th point is, of course, obvious, and good working conditions (equipment, quality of life at work, etc.) are the mandatory minimum you must offer your sales team. The more optimal the conditions, the more motivated your sales representative will be when arriving in the morning.

Teamwork

For sales representatives, working in a team and exchanging with others is rewarding. Collective intelligence is an added value for them and for their colleagues: helping others in their business, and receiving advice for their own, can only increase your company’s sales performance.

For you, what are the most relevant motivation levers and for what reasons?

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