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How to Motivate your Sales Team to Work 2x Harder (According to Experts)

Need to motivate your sales team to succeed?

The earlier you invest in your sales team’s performance, the more motivated they’ll feel to put that time back into your company. SDRs reach burnout within 15 months and will spend 40, 50, or 60 hours per week on a job.

Colleen Stanley says “treat your salesperson like your most important customer”. If all of that hard work only brings in a paycheck, they won’t feel valued. Sales leaders must learn sales motivation tactics and help employees become investors in themselves. 

Let’s review some sales motivation tips from experts to sharpen your leadership.

Reward SDRs for going above and beyond

Sales motivation quote: Don’t expect motivation every day. Count on Discipline.” – Jocko Willink

There are two types of sales development reps: the ones that come in and get the job done, and the ones who go above and beyond.  

When an SDR is working on the weekends or coming in late at night, you as a sales leader should acknowledge this and make a big point to thank them. Time and effort are the only factors a salesperson can control, so pay attention to the ones who give it their all.  

And when it’s time for promotion and you have two SDRs that are neck and neck performance-wise, the one who put in extra hours will be at the top of your list. 

Promote teamwork over ego

A sales team high fives each other for sales motivation

SDRs find themselves in a dilemma. On one hand, they’re supposed to be competitive and surpass their coworkers. On the other hand, they’re taught to play fair and work as a team. 

In the usual sales environment, lone wolf SDRs could end up slowing down their progress and not growing with the team. They may also harbor jealousy when they see newbies inch towards a position they want. 

Here’s a sales motivation tip, pair them up to learn from each other – even teammates they may be competing with. 

If a new salesperson is brought in externally and you think they have the chops to educate someone more senior, encourage and promote this in your culture.  

Build a stronger relationship between SDRs and Account Executives

Sales development reps and account executives have a symbiotic relationship. SDRs bring in the prospects, and AE’s close the deal. There’s nothing more impressive than an SDR knowing their metrics, it’s even better when they know what deals AE’s are working on.

When leaders encourage their SDRs to learn more about the deals AEs are working on, SDRs can plan their schedule to meet AE quotas and become a greater asset. In the future, when you’re looking to bring an SDR into a closer role, the one who worked closely with account executives, helped them build accounts, and understands their job will be the default choice. 

Push for 1-on-1 coaching after office hours

Two professionals discuss sales motivation tips during a meeting.

Sometimes an SDR’s perception is off.  

They’re putting in long hours, they think they are crushing it, but they’re not performing well. 

During reviews, you sit them down and realize they:  

  • Fumble when handling objections 
  • Lack confidence during calls 
  • Still don’t “get” your product  

Some of the best sales motivation stories suggest SDRs link up with an AE they admire and offer to pay for a lunch where they pick their brain. When your team proactively receives coaching outside of work, they take ownership of their performance. A mindset shift takes place, and they can model themselves after more successful players. 

Check if your sales prospecting tools are up to par

Sales motivation quote: “Expect to make some mistakes when trying different approaches.” – Harvey Mackay

Prospecting can feel cumbersome when sales reps see how much further down the funnel they need to go to actually make a sale. It can leave them thinking they’re doing grunt work. 

Select the right tool to increase sales motivation, in this case, a B2B lead enrichment software. When hunting for prospects on Linkedin, Lusha’s Chrome extension locates their updated contact information and saves it directly to your CRM. Cutting down on time your SDRs prospect or manually search for contact data through random Google searches will help them eliminate guesswork and add more prospects (plus updated contact data) to your database. And that’s a win-win for everyone.

Bonus: Build healthy habits into your incentives

An excited sales team use sales motivation tools to get work done.

Bill Hettler, the co-founder of the National Wellness Institute, names the 7 dimensions of happiness in the workplace: social, emotional, spiritual, environmental, occupational, intellectual, and physical wellbeing. 

Instead of passing out time-wasting iPads, how about: 

  • Memberships to a gym or sports club 
  • Spiritual or mindset coaching retreats
  • A 2-day vacation to spend time with family 
  • Group activities, like jet skiing or hiking 

It’ll shape them into a well-rounded, balanced sales team member and promote a healthier mindset and employee morale.

About Dan Reynolds

Dan is an Account Executive at Lusha.co