Uncertain times are upon us. There is considerable economic uncertainty in many industries, unpredictability among Canada’s largest trade partners, shifting ways in which companies do business, a new provincial government, and a soon-to-be Federal election. Safe to say, there is a lot going on, making it extremely challenging for companies, and sales teams in particular, to not only set performance goals, but meet them. 

When things are uncertain, sales teams need to dig deeper to find new opportunities and close deals. Clients take more convincing, and there are more objections and obstacles to overcome before trust is built. As sales leaders, you need to ramp up your motivation and tap into the things that best motivate your sales team. Our sales recruiters have consulted with some managers and leaders to get insights into what the best motivators are and will share this below. 

In this blog, we’ll cover:

• Our learnings from building sales teams
• The 7 best motivators for a sales team in uncertain times

Our Learnings From Building Sales Teams and Motivation

We’ve built sales teams. We’ve seen top performers leave. We’ve seen sales teams have a lot of success, and we’ve also seen them struggle. The truth is not all sales reps are created equal. Motivation plays a key role in the success or failure of sales reps and teams. Here are some stats to consider:

• 20% of salespeople are true rockstars.
• Only 55% of sales hires meet their quota, and only 37% do it consistently.
• According to industry studies, forty percent of salespeople will miss their quota this year.
• Twenty-two percent of sales reps are untrainable.
• Only 10% of salespeople will provide an ROI for their company.
• Companies turn over salespeople at a rate of over 40% every year.
• Sales leaders have an average tenure of 18 months
• 32% of all sales professionals have been with their current company for less than 12 months.
• The cost of a sales hiring mistake can be up to six to ten times a salesperson’s base salary.

During good times, it’s challenging enough to meet your sales targets. However, it becomes even more challenging for companies to meet their quotas during uncertain times. Low sales and high turnover equal large losses for any company. So, leaders need to dig into their motivational toolbag to get the most out of their team as possible. 

The Best Motivators for a Sales Team in Uncertain Times

Uncertain times, whether due to economic downturns, industry shifts, or internal company changes, can make it challenging for sales teams to stay motivated. However, with the right strategies, leaders can keep their teams focused, engaged, and productive. Below are the best motivators to help sales teams navigate uncertainty and continue performing at their best.

1. Clear Communication and Transparency

Open and honest communication helps alleviate fears and provides clarity. Keeping sales teams informed about company goals, market conditions, and leadership decisions builds trust and reduces uncertainty.

Some of the things leaders can do to be transparent:

• Hold regular team meetings to discuss updates and address concerns.
• Provide clear expectations and roadmaps for success.
• Encourage open dialogue where employees can voice concerns.

2. Offer Strong Leadership and Support

Sales teams look to their leaders for guidance and reassurance during uncertain times. A confident, supportive leader can inspire resilience and a positive mindset. Leaders set the tone. They also provide reassurance when reps need it.

Here are some ways leaders can lead and support their team:

• Lead by example and maintain a solution-oriented approach.
• Be available for coaching and mentorship.
• Recognize and celebrate small wins to keep morale high.

3. Recognize Your People More

Even during tough times, recognizing achievements keeps sales teams motivated. Incentives don’t always have to be monetary; recognition and meaningful rewards can be equally effective.

Here are some ways to recognize your team:

• Implement performance-based incentives, such as bonuses or extra time off.
• Publicly acknowledge top performers in meetings or company newsletters.
• Offer personalized rewards tailored to employees’ interests.

4. Offer Continuous Training and Skill Development

Uncertain times often require sales teams to adapt to new markets, products, or selling techniques. Providing ongoing training helps them feel prepared and confident. Provide as much training as required to help your team achieve success.

Here are some tips to offer training:

• Offer workshops on sales techniques, negotiation skills, and industry trends.
• Provide access to online courses or mentorship programs.
• Encourage cross-training to expand skill sets.

5. Create a Positive and Collaborative Culture

A supportive team environment fosters motivation and resilience. Sales professionals thrive in a culture that encourages teamwork and shared success.

Here is what you can do:

• Promote collaboration rather than competition among team members.
• Organize team-building activities to strengthen relationships.
• Foster an inclusive, supportive work environment where everyone feels valued.

6. Adjust Sales Strategies to the Market

When market conditions change, sales teams need to pivot their strategies. Providing the right tools and approaches can help them continue closing deals. Expect a transition. 

Here are ways to help your team adjust:

• Equip teams with data-driven insights to refine their approach.
• Encourage creative problem-solving and new sales tactics.
• Invest in technology that streamlines lead generation and client management.

7. Focus on Customer Relationships

In uncertain times, customer trust and loyalty become even more crucial. Sales teams should focus on building strong relationships rather than just closing deals.

Here’s what to do:

• Train salespeople to be empathetic and solutions-focused.
• Encourage personalized follow-ups and check-ins with clients.
• Provide exceptional customer service to strengthen long-term relationships.

Final Thoughts on Motivating Your Sales Team in Uncertain Times

Motivating a sales team during uncertain times requires a combination of strong leadership, clear communication, incentives, and ongoing support. By implementing these strategies, companies can keep their sales teams engaged, resilient, and prepared to overcome challenges while continuing to drive success

Advice From Our Sales Recruitment Experts

How to Inspire When Your Sales Team Has the Quota Blues

How to Motivate Your Sales Team to Survive a Tough Market

6 Tips to Ensure Your Sales Team Comes Out Strong After an Economic Downturn

What Is A Good Sales Commission? How Are They Calculated?