How to Improve and Maintain Sales Motivation (With Tips)

By Indeed Editorial Team

Published June 10, 2022

The Indeed Editorial Team comprises a diverse and talented team of writers, researchers and subject matter experts equipped with Indeed's data and insights to deliver useful tips to help guide your career journey.

An effective salesperson aims to sell more products or services even in challenging situations. If you work in sales, you can consider understanding the motivation for your work, as self-motivation may be more sustainable than external motivation. Learning about the motivation for sales can help increase your confidence and productivity as a salesperson. In this article, we explain what sales motivation is, discuss why it's important, describe how to improve motivation for sales, and provide tips to maintain it.

What is sales motivation?

Sales motivation refers to the effort a salesperson is willing to expend to sell products or services to customers. It can vary depending on a candidate's skills, dedication to the job, or work success. Developing a high level of motivation for sales can increase the efficiency of salespersons and contribute to an organization's success. There are two main types of sales motivation, including:

  • Intrinsic motivation: This comes from a salesperson's principles or values and can be intense. A salesperson's intrinsic motivation can show in their desire to become an established elite seller, working towards a common goal, or gratification for providing customers' needs and requests.

  • Extrinsic motivation: This type of motivation stems from external factors, such as incentives, benefits packages, and promotion opportunities for salespersons.

Read more: Intrinsic vs. Extrinsic Motivation: Which Is Best?

Why is it important?

It's especially important for a salesperson to stay motivated at work to achieve great results. Sales may be a challenging career for people without proper self-motivation skills, so it's essential to improve this skill and excel as a successful salesperson. Motivated sales teams enjoy their work more and achieve better results every time.

Motivation in an organization can facilitate increased productivity, reduced operation costs, and improved overall efficiency for the business. It can enhance cooperation and coordination to achieve common organizational goals. A motivated salesperson is highly unlikely to experience a drop in performance, which breeds resilience in an organization.

Related: How to Be Motivated at Work in 4 Steps (Plus 9 Tips)

How to improve motivation for sales

You can improve motivational skills at work to enhance your work performance, achieve great success, and motivate other colleagues. Here's a five-step process you can follow to enhance your motivation for sales:

1. Set specific goals

Your first step can be to set specific goals and targets for yourself with detailed, actionable plans to achieve the set goals. Companies may have a quota they require every salesperson to meet, but you can consider setting your own goals according to your capabilities. This can motivate you to perform better than the company expects and increase your job efficiency. You can also make timely adjustments to your targets to keep you focused and motivated. Empowering yourself and setting attainable goals can motivate you and enhance work productivity.

2. Create a routine to track activities

Consider creating a daily routine to track your productivity rate. Your routine may be completing a particular amount of administrative duties, reaching a certain number of customers, or making a specific amount of product sales. Tracking your daily activities can help you realize your productivity rate each day, determine whether your efforts are effective, and provide the motivation to attain your goals.

3. Recognize areas to improve

Identifying your strengths as a salesperson can give you a confidence boost to motivate you further. Acknowledge your skills and highlights that contributed to your previous success and focus on implementing them more often. You can also identify areas you're lacking and brainstorm ideas for improvement. Consider assessing yourself honestly and critically to recognize aspects you can improve in your work. You may ask a friend or colleague you trust to give you an objective opinion if it's challenging to identify yourself.

Related: 8 Areas of Improvement for Managers and Tips for Improvement

4. Face challenges

The feeling of empowerment, independence, and freedom can motivate you to succeed as a sales professional. Consider acknowledging the challenges you face at work and try to address them. Focus on achieving a challenging task you put off and imagine the worst possible outcome that can occur. Examining your fears can show you that they're insignificant and unrealistic and motivate you to approach more customers confidently.

5. Take deserved breaks

Apart from facing your challenges, you can also consider acknowledging the pressure you're exerting on yourself in an attempt to succeed. Taking a break may help you view your work challenges differently and offer creative solutions to perform better at work. Thinking quietly can reinvigorate your personal motivation and provide the inspiration to continue. You can also reward yourself with treats you enjoy and derive satisfaction from them. The satisfaction you get from having relevant accomplishments can encourage you to reach your goals faster and become a more effective salesperson.

Read more: Benefits of Taking a Break From Work to Reduce Stress

Tips for maintaining the motivation for sales

Here are helpful tips you can apply to maintain motivation for sales at work:

Practise sales pitches to family and friends

Constant practice can effectively improve your skills as a salesperson. If you think the content of your sales pitch is lacking, or you're having issues with a smooth pitch delivery, try practising with a familiar audience. Practising can give you practical experience and motivate you to gain more confidence in delivering a sales pitch in actual situations.

Consider asking for feedback after your practice pitch to get another opinion of your overall content. This can help you realize adjustments to make and present a better sales pitch. You can also ask them to point out your strengths and areas to improve.

Accept constructive criticism

Try to accept criticism from your colleagues or employers, especially when constructive. Consider viewing errors or mistakes as an opportunity to learn and improve. Mistakes are inevitable and may occur in certain situations. If you make mistakes at work, you can learn from them and avoid repeating them. Use critics as a tool for improvement and motivation to excel as a seasoned professional in your career.

Related: How to Handle Criticism in the Workplace

Focus on activities rather than results

Consider tasking yourself with daily, weekly, and monthly sales activities that correlate to your income and sales goals. Knowing the exact number of goals you achieve every week or month can give you a wave of positive energy and motivation to drive more accomplishments. You can also consider engaging in personal activities outside of work to sustain your motivation. Activities such as community service, church, sports, or volunteer work can be a great source of personal motivation and spur more unexpected ideas that may be valuable for sales.

Be your standard

If you work in a team, you may want to compare yourself with colleagues or peers with outstanding results, which may lead to mental distress if not handled properly. It's essential to know that constant comparison with others is not healthy, and your major competition is yourself. You can admire them instead and try to emulate the strategies they employ to achieve strong results. Steadily improve your skills as a salesperson and make yourself an asset contributing to the team's success.

Compare your current skills and accomplishments to those at the start of your career to see how much you developed as a sales professional. This can help maintain your motivation and accomplish remarkable feats.

Celebrate wins

Celebrate even your most minor wins and acknowledge your efforts to make it happen. Take time to appreciate that moment and celebrate yourself on the success. You can get a journal to write a summary of your wins and success and keep it somewhere you can always see. If you ever fall into a slump in the future or you're feeling demotivated, you can recall those success moments as evidence of your competency and motivate you. It can also remind you that your next big success is due.

Work out regularly

Sales can be a physically engaging business with frequent travels, meetings, and schedules to cover. Consider getting enough exercise and going to the gym regularly to stay in shape. You can also try to get enough food and sleep to remain energetic and motivated to perform more tasks and improve your work efficiency.

Align with the best

Consider networking with the top performers in your industry to get insights into valuable sales strategies and techniques. If you can, spend time with them to observe and learn a lot. Top performers can provide great clues on how to improve personal performance. Building a connection with a top salesperson in your field can be a great source of motivation.

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