Select Page

With the current state of the world it is extremely difficult to stay motivated – even the most driven people struggle.

Staying motivated to achieve sales targets in any climate can be taxing. Managers and supervisors can get frustrated and use methods of motivation that may be detrimental rather than effective, such as negative reinforcement. I personally do not respond positively to negative reinforcement and having managed a small sales team for a few years, neither did they.

A great demonstration of this is shown in a Netflix series called 100 humans that experimented with this theory in an episode named Pain versus Pleasure. This episode centers around how humans respond to criticism versus praise, and which works better.

 

Criticism and praise

The participants are tasked with spinning plates on a stick, and there are two rounds. In the first round, participants are either criticized or praised for their performance, regardless of how well they perform. The results from this round show that individuals that performed exceptionally well but were criticized, lost confidence, and performed poorly in the second round. Whereas the participants that performed poorly in the first round but were praised excelled in the second round. This experiment proves that despite the performances, positive reinforcement was more successful in motivating the participants than negative reinforcement.

 

Tried and tested methods

It can be frustrating to keep everyone motivated under normal circumstances, let alone during a pandemic, primarily when targets are not being met. Here are a few examples on what I have used in the past and my tips on what keeps me enthusiastic to reach or exceed my sales goals.

  • Praise for small wins – I received praise by a simple phone call from my COO for a closed deal from a personal sales lead. Even though it was a small order, it showed that every bit of my effort was appreciated and drove me to close an even bigger deal. This can be used at every level to reassure your team that their hard work does not go unnoticed.
  • Tiered targets – Having a target for a set timeline. I have used a 3-tier quarterly incentive approach with a large bonus for the top salesperson, a local holiday trip for the second tier, and a valuable prize, such as a laptop for the 3rd tier prize.
  • Performance based commission structure – Not only do you reward your sales team fairly, but it also drives under-performing sales team members to thrive especially when their colleagues are receiving higher commissions. It also instills a level of healthy competition within the team.

 

Innovation and creativity

However challenging this period may be for your sales teams, innovation and creativity needs to be a massive part of your motivation strategy. Having regular check-ins and listening to your team’s suggestions on what motivates them is vital. The most important thing is to try and test various methods with your team to find out what works, whether it’s a pat on the back or something more tangible.

I believe that it goes without saying that if you take care of your employees, they will take care of your business.