Your Sales organization

No desire translates into no motivation.

Salespeople must be constantly motivated. I wondered why motivation is such an integral part of sales and I could think of two reasons:

Because of what they do

They are constantly dealing with cold calls, compiling reports, generating leads, attending sales meetings, building a sales pipeline, making numbers and generating income. Much of this activity involves building a relationship with customers and that requires nerve-racking participation from a salesperson to break the competition and win a deal.

In addition, these 'cold' activities are not that rewarding. Research shows that for every 330 calls made, about one appointment was made (a call-to-appointment ratio of 330: 1)

Because of what they don't

Sellers always have to perform, always. Their performance directly affects the business. If they don't perform, there is no return.

Sales team compensation represents the largest marketing investment for most B2B companies. In total, American companies alone spend more than $ 800 billion on it every year - three times more than on advertising. Motivations are more than earning badges or recognition, bonuses or exotic travel. As a sales manager, you must constantly find new ways to motivate your teams to perform well.