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How to Motivate Salespeople in 2020

In this article, we’re going to show you how to motivate salespeople in 2020.

2019 is officially over. It’s time to step into the brave new world of 2020.

If you’re a sales team manager, you probably have a lot on your plate already. From meeting quotas to cleaning up your pipeline, your to-do list might be overwhelming (and January isn’t over yet).

The key to your success in 2020 is your salespeople.

After all, your success depends on their performance.

Let’s take a look!

What Do Salespeople Need to Feel Motivated?

Back in the day, we thought that the best way to motivate your sales reps was to give them more money.

Now, this still works for some.

However, recent research found that there are 5 things people need to be happy and motivated at work:

They need to feel like they are accomplishing something.
They need positive reinforcement.
They need good relationships with their co-workers.
They need a degree of autonomy in their roles.
They need to feel like they are part of something that makes them proud.

Then consider Harvard Business Review’s research on workplace motivation traps:

Values mismatch (“I don’t care enough to do this”)
Lack of self-efficacy (“I don’t think I have the skills to do this”)
Disruptive emotions (“I’m too upset to do this”)
Attribution errors (“I don’t know what went wrong with this”)

The key to motivating your salespeople in 2020 is understanding what is demotivating them.

And now, it’s time to push the pedal to the metal and make sure your reps are engaging with their jobs:

Involve Your Salespeople in Research and Strategy to Motivate Them

Since your salespeople need to feel a sense of accomplishment, autonomy, and pride, the best way to motivate them in 2020 is to involve them in research and planning.

When you are creating your sales strategy for the next quarter, include your salespeople in the process.

Discuss goals with your reps, and let them help you shape strategies.

This has twofold benefits: your salespeople are the ones communicating with your (potential) customers so they know what works, and they’ll know their opinion is valued.

If you’re conducting customer/audience research, make some time for your reps to pitch in.

You could even give them research-related tasks, which will help them spice up their work routine.

Your reps can help you create an exception sales experience, which is a significant decision-making factor for your prospects.

Encourage your reps to consider:

Problems and issues your customers might be facing without being aware of it
Additional sales and product opportunities
Other possible solutions

Focus on the Sales Process with Gamification

Your sales success depends on the quality of your sales process.

However, the process is often considered to be routine. You don’t give it much thought, and neither do your employees. But if the process is too tedious and there are no improvements and changes, it could lead to values mismatch.

Your salespeople won’t care enough to complete the tasks needed to successfully close deals.

Gamification can help you:

Make routine processes more fun
Identify problems in your sales process
Improve your sales process and the way your salespeople perceive it

Spinify helps you motivate your salespeople in 2020 by giving them points for performing routine tasks, setting up fun competitions, and allowing them to redeem points for rewards.

It’s really one of the easiest ways to motivate your reps in the upcoming year.

Additionally, Spinify gamification increases transparency.

If you can identify the most important actions, improving your sales process will be a piece of cake!

Implement Coaching and 1-on-1s for Personal Goals

Your salespeople need to feel a sense of accomplishment and progress in their roles in order to stay motivated.

In 2020, motivate your salespeople by coaching them, and helping them achieve their personal and professional goals.

Arrange one-on-one meetings at the beginning of the year, and discuss every salesperson’s goals with them.

Help them create a plan for achieving their goals and improving their skills by the end of the year.

Make sure you check in on them every few months to see how their goals are coming along.

Give them clear feedback on their skills, and help them improve. It’ll show them that you care about them as professionals, not just quotas.

When it comes to workplace performance, ensure that your salespeople are staying motivated with Spinify.

Our tool will help you track their performance, as well as give you coaching insights for each rep on your team.

Help Your Reps Understand What They’re Selling

If you want your reps to feel motivated, they’re going to need to feel personally involved. Their values have to match those of your company and your product.

In 2020, help your reps understand what they’re selling:

What problems are your customers struggling with, and how does that reflect on their lives?
How do your salespeople help customers recognize and resolve their issues?
How do your products help your customers with their goals?
What do your salespeople like about the products?

Additionally, make some room for creativity.

Encourage your reps to think about alternative strategies and additional solutions. Help them feel like the heroes of the product, doing their work to help your customers daily.

How Spinify Helps You Motivate Your Salespeople in 2020

You can’t improve something that you can’t see.