A talk on what actually motivates salespeople, beyond the usual carrot-and-stick approaches. The speaker shares what works and what doesn't when managing sales teams, based on real experience with how people actually behave under pressure.
Sales teams are a tricky thing to motivate. I like to picture sales teams as like hurting a group of kittens. They're like interesting people who are okay with like high volatility which is why they're in sales. They're also somewhat arrogant usually, which is fine. Not super admin oriented. So managing a sales team is really difficult. To manage one effectively you have to have a carrot and a stick. We have all kinds of stuff, right, that we motivate monetarily. But then like the other important part is to motivate negatively. So like for my guys, if they don't do something, all their calls get removed from the diary for a couple of days and then they have to do outbound to get their own sales. Like that's just the way it is. So. But if they do good things, they get paid more. Yay. So I think the most important thing is to have both positive and negative reinforcement.
