Motivating Your Inside Sales Staff - part 1

The first thing management usually wants a supervisor to do with an inside sales staff is “Fire them up!” “Get them going!” “Motivate them!” Almost as though there is a magic wand that can be waved and “BAM!” people are motivated and productive, sales, lead or appointment forecasts are being made and all is right with the world. Unfortunately, it doesn't work that way. There are no silver bullets, no magic pill that helps you motivate others. There are however, things that you can do in order to help people motivate themselves.

Experts in motivation theories like to point out that motivation comes from within and not from without. A manager should not expect to give a “motivating” speech or incentive and expect it to work.  Without understanding what is important to the individuals who make up your inside sales staff, it is nearly impossible to be effective in motivating them. Rather, a manager or supervisor needs to discover what motivates each of their subordinates and create individual plans to motivate accordingly.  It is difficult to motivate others but it is possible to create an environment conducive to motivating each person. Positive reinforcement should always be chosen over negative.  Make a point of letting people know what they are doing right. 

Motivating your inside sales reps requires that you to get to know the people who are making calls and closing sales or generating leads. Finding out what motivates people can be as simple as asking questions during a goal setting session. Some people will respond well to a lot of positive attention, some will not. Also, observe how people react to each incentive. For example, a group of sales reps may refer to the “Employee of the Month” plaque as “the Wall of Shame” but each secretly wants to be on it.  Actions will speak louder than words.

In looking for motivators, a manager must observe their employees. Motivations can change. What motivates people can change based on what is happening in their lives. For example, an inside sales person who usually isn't motivated by money may become so, if something changes in their personal life which demands more cash. Conversely, some people will reach a level of earning and by satisfied by it. These sales people will not be satisfied by monetary rewards.