It’s been almost a week since I attempted to host my first webinar at Outside In Sales & Marketing. Over the course of my 14 years in marketing I’ve managed, hosted and spoken at several seminars and webinars but last week’s webinar on motivating sales teams, was one that I’ll remember for a long time, mainly because due to technical errors it didn’t happen.

OK, so this isn’t such a positive start to a blog; it’s probably a surprise to some that I’m sharing this information. However, like the content of the webinar, I’m motivated to learn something from the experience and motivated to share my learnings AND the content of the webinar, which, eventually our customers and prospects have had a chance to see!

The webinar looked to share our thoughts on driving motivation in the workplace, specifically, sales people, and boldly suggested managers can’t motivate their teams/people….To generate improvement and inevitably growth, a manager must create a motivating sales culture in which individuals can work and be motivated. Failing to get this right can lead to a demotivated team and poorer performance.

Garry (MD, Outside In Sales & Marketing) discussed motivation in sales people as extrinsic AND intrinsic.

Extrinsic motivation describes the motivation for financial reward, to make more money to buy a new car for instance. However, we find that in working with B2B teams, salespeople are rarely coin operated alone, their motivation is usually more sophisticated than that.

Dan Pink wrote that there is a more powerful driver of actions – known as intrinsic motivation, where a person is motivated to achieve more because it is something they care about, and want to do rather than need to do.

I don’t necessarily need to share today that technology let me down and my marketing message didn’t quite go to plan. But what I do want to share is that with support from the team and within a motivated environment, we were able to rerecord the webinar and share it with those that had registered. We were motivated to get our message out of the door, rather than give up when “computer said no”.

Intrinsic motivation is where someone is driven by things such as “feeling good about their contribution or wanting to be better at something.”

It’s to this point that I don’t believe a sales manager or any manager can directly motivate an individual. Sales people have to motivate themselves. They must get up in a morning and be ready for the day, to challenge themselves to achieve. It’s why employee engagement is so important and why I was so startled to see that Gallup in their ongoing research, reported at the end of October this year, that only 34% of sales reps are actively engaged with their company. 

Maybe you’ve also had one of those days where things didn’t go according to plan. Maybe your sales teams aren’t hitting target and could probably do with a shot of motivation (especially when the mornings and evenings are getting darker and we’re piling on the layers as winter approaches).

Turn the following 7 points into habits and I’m sure your team will be more motivated. Good luck.

  • Clarify the individual’s purpose
  • Support their quest for mastery
  • Release your team
  • Share best practice
  • Support the individual’s desire to achieve
  • Encourage team interaction
  • Recognise achievement

To find out more watch the webinar.

Rachael Cooper is Marketing Manager at Outside In Sales & Marketing.

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