Sales Management is largely a revenue target-driven activity. Motivated sales reps tend to meet or exceed targets. But the trick is to find what motivates sales reps? The compensation structure of the sales team is designed in such a way there is more monetary benefit if one meets or exceeds the target. When we talk about sales team motivation, we discuss methodologies and tools that are beyond the incentive and commission structure.
It is general practice to categorize sales team members based on their performance and skill as Stars, Core, and Laggards. One size does not fit all. Organizations have to employ different techniques to motivate different people. Stars get inspired by challenging targets and the associated comp benefits. Core constitutes the bulk of the organization and very often core teams meet the target, but they have to be nudged to exceed or grab opportunities. Laggards struggle to meet targets because - they could be new to the job, need more training, lack of skill or lack of drive/complacency.
Sales Motivation is not a constant or one-time activity. It needs to be varied based on the organization/business situation, team dynamics, individual issues.
sales reps turn their thoughts and feelings into actions –– and that’s what determines their performance. Motivation, as it turns out, is the #1 key to helping your salespeople reach their goals.
What are Sales Motivation Software?
Team motivation software improves motivation using gamification techniques like leaderboards, contests, competitions, etc to drive sales performance.
Different types of Sales Software achieve motivation results through different means. Many times, sales motivation is also viewed in conjunction with sales enablement. The following class of software are broadly related to sales motivation.
Sales Gamification tools
Gamification is a commonly used technique in sales teams to energize, motivate by inducing competitive spirit and winning attitude. Gamification in the sales context involves applying gaming elements like competition, contests, goal setting to sales activities to drive the desired behavior. This helps organizations to boost sales performance, generate more revenue and increase customer satisfaction.
These are set of software that primarily focus on upskilling/reskilling sales reps to do their job effectively. They can also include context-based, personalized training/coaching software. Very often sales leaders use these to guide sales reps to close deals or unblock them.
Sales Assistants/ Sales Automation tools
Very often sales teams have to spend considerable time in mundane tasks or repetitive tasks that prevent them from doing the most important job - that of engaging with customers. Tools that automate such activities are a big morale booster for sales reps. There are sales assistants that go beyond to generate context-related content, automate meeting setups and act as intelligent assistants. These can provide inspiring ecosystems for sales reps to do their job.
Who uses Sales Motivation Software?
Sales are all about meeting revenue target numbers. Sales managers use motivation software to have visibility into the progress made by their sales team. They use it to be on top of sales KPIs and metrics, real-time. It helps them answer questions like will quota be hit, if not by how much will it be missed, what changes need to be done to sales strategy, etc and keep sales team on track. Since they have visibility into the pipeline, they can also use it to forecast sales revenue. Managers can use it to create contests and competitions that can keep the team engaged and motivated.
The key to motivating the majority of reps is not to throw more money at them or change compensation plans every month. This might be necessary for the first few months of a start-up whilst you’re proving the concept and ramping up reps to show the art of the possible. However, it never works in the long-term as it creates a ‘heroin-addict fix’ environment.
Motivation software is intended to maximize the productivity and performance of your reps. Sales reps use it to be constant on top of their targets. They get motivated when peers close deals or hit targets. This feedback loop is so powerful that it drives changes in long term behavior. Because of this constant feedback coming in, sales engagement is high.
Some tools can be used by the HR department for employee engagement and motivation.
Which industries use sales motivation software?
These tools can be used across any industry. Evidence suggests most deployment in technology, marketing, education, and the real estate sector to motivate sales reps.