Experts Share Their Secrets on Sales Motivation (Video)

Sales management experts, consultants, business owners, and sales directors met for a ‘breakfast debate,’ filmed and broadcast by Courrier Cadres.

During this debate, professionals addressed the topic of sales force motivation and salespeople’s engagement within the company. We wanted to share these expert opinions on sales management with you today. Through their company cases and experiences, we can find some ideas we have already discussed on this blog, such as the ineffectiveness of financial gain alone, or the importance of human factors (recognition, exchanges, progress, need for self-esteem, etc.), as well as other interesting elements.

Focus on the 9 main takeaways from this meeting:

• The company is responsible for motivating its salespeople

“Motivation is what the company provides to the people who work with it,” Emmanuelle RIAUTÉ, Business Development at Place Balard.

• Sustainable motivation comes more from human factors than material ones

“Once material gain is surpassed, in terms of motivation, we realize that it’s more about human criteria like ‘recognition,’ ‘knowing how to succeed on one’s own,’ ‘proving oneself to others and to oneself,'” Muriel PANTUSO, Distributor for Fréderic M.

• To be effective, the salesperson must be integrated into the company’s strategy

“The salesperson is on their individual quest for success. But before that, there’s a more strategic and very important step: positioning the salesperson within the company as a whole, and ensuring they perfectly understand the company’s strategy and future, to be a key element of success,” Nathalie COPPOLA, President of Nutrimetics.

• Progress motivates progress

“Beyond compensation and incentives, in 20 years I’ve seen that performance and compensation go hand in hand. That is to say, the most motivated people are often those who succeed,” Nathalie COPPOLA, President of Nutrimetics.

• The manager must explain the business challenges to engage their team

“The true mission of the company is to quickly create the involvement of its sales force, empower them in the company’s development, and speak in terms of commercial objectives,” Valérie BERTRAND, Consultant: providing the stakes to involve them

Engaging your sales force to retain them

• To motivate its salespeople, one must act before, during, and after

“Before, it is fundamental to discover the person’s motivation. It’s not just about money; there’s recognition, competition, social status, challenge, etc. […] During, for the person to be motivated, they must have a sense of belonging to the company. It is essential, and there are three ways to acquire it: Mobilization (i.e., conventions, seminars, etc.), stimulation (i.e., external elements like promotions, challenges, support, etc., to renew the salesperson’s interest in the requested objectives), and motivation […] And above all, what’s important is the follow-up with the person. […] Then After, it’s recognition,” Charles-Louis PAOLINI, Consultant.

• Money alone is no longer enough to motivate

“Money is the driving force and always hovers above motivations, but it’s not enough, and people need to be motivated by much more subtle things like a quick call from the manager at the right moment (which can move mountains for a salesperson who feels recognized), the act of highlighting someone on a website, etc. But also transparency and clarity in communication,” Christian LANCRENON, Business Development Consultant.

• The sales director must be involved and motivated themselves to convey their energy

“The manager is not only the one who recruits but also the one who supports and will enable the creation of this motivation and desire to act,” Philippe DAILEY, Consultant.

• Incentives are effective means of motivation if properly managed

“The incentive must truly support a company strategy. […] It’s an essential action, and it’s important to know that it’s not necessarily lavish gifts that move the crowds. The important thing is to communicate well and follow up, and to create accessible incentives,” Nathalie COPPOLA, President of Nutrimetics.

Share your opinion on this debate.

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