These tips on how to motivate inside sales reps can help you formulate the right approach for your sales team.
Ideally, as a sales manager or executive you do not need to take extreme measures to motivate your inside sales reps. If you have a strong sales team, your reps will be self-driven and also thrive off of peer-to-peer motivation. However, from time to time it may become necessary for management to step in to motivate, whether because of recent organizational changes, new product offerings, or other business evolutions. These tips on how to motivate inside sales reps can help you formulate the right approach for your sales team.
In inside sales, a little mentorship can go a long way. Many sales reps choose inside sales as a long term career move, and are looking to supervisors and management to provide guidance that uplifts their career trajectory. Help motivate inside sales reps by:
Although your top performing inside sales reps may regularly meet the goals you and your organization set, your average performers and your improving performers may need motivation. Encouraging your inside sales reps to start setting their own goals for common targets – such as leads contacted, pitches completed, and prospects converted – may be more effective; some individuals may be more motivated to meet self-set targets on the way to the targets that your organization expects to see. Try tying in:
In most organizations, the majority of contact that inside sales reps have with prospects and clients is over the phone and on the computer. Over time, this can become monotonous if not countered with face to face contact from within your organization. Motivate inside sales reps with regular face to face contact opportunities by:
You can spend a lot of time working on ways to motivate inside sales reps, but at the end of the day, the best motivation comes from within. By structuring your hiring process from the beginning to attract, identify, and recruit self-driven inside sales reps, you can form a more cohesive sales team that relies less on potentially time consuming incentives and “gamification” to motivate inside sales reps to achieve results. An experienced sales recruitment firm is the best way to find these individuals in a competitive job market. Consider contacting a sales recruitment firm with a track record of finding and recruiting successful, driven inside sales reps before you make your next hire.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.