When I worked in the sales department at a commercial radio station, the sales manager went to the extreme to motivate the sales staff just prior to the fourth quarter in preparation for the holidays and leading into the new year.
There was a huge kickoff meeting, with sales contests and incentives such as trips, double the sales-commission rate, and cash bonuses. But all the “rah-rah” and pom-pom shaking can’t fix a motivation problem.
Sales reps continually face outside circumstances that affect their motivation. Prospects and customers tell them "no" over and over again; the timing may be wrong to sell a particular sales promotion; or there may be some personal situation going on affecting a person’s ability to sell.
As a sales manager I know that the motivation of sales people can affect their productivity. With an eye toward improving the success of your sales staff, here are some ideas to boost their motivation.