5 Ways to Motivate Your Salespeople

Posted by Dave Kurlan on Tue, Jul 14, 2009 @ 14:07 PM

I was coaching a senior leader today and the conversation turned to motivation, specifically, how to be a better motivator.

I believe that motivation is very misunderstood.  You can't motivate by being a cheerleader, nor can you motivate by reciting somebody else's inspirational quotes.  Motivation comes from within and you must find out what your salespeople's internal motivators are.  Why are they doing this thing called selling?

The other thing that's important to know is that everyone reacts differently to motivation and motivation takes many forms.  For instance, perhaps you have some people who respond to one of these methods when trying to get them to perform:

  • Challenge them (I have a challenge for you...do you think you're up to it?)
  • Lose faith in them (tell them that you don't think they can do it and they'll say, "oh yeah?")
  • Encourage them (I just know you can do this and they say, "thank you")
  • Demand that they perform (You are required to do this and they say, "OK")
  • Ultimatums (If you don't do this you'll be out of a job and they either do it or not)

Here are some additional sales personalities and the ways to get them motivated.

So here's the assignment I gave this leader today.  Match up the method with the people (right people with the right method) and use the appropriate method to motivate each of them to achieve something you need them to accomplish.  Then report back to me with how they responded.

You're welcome to take on the same assignment and report back right here.

(c) Copyright 2009 Dave Kurlan

Topics: Dave Kurlan, sales leadership, selling, Salesforce, Sales Force, sales motivation, sales competency, salespeople

Subscribe via Email

View All 1,800 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee


Leaading Sales Consultants 2018

9 Consecutive Years!

Top Sales Awards 2018 - Article/Post -  Silver

9 Consecutive Years!

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers



Hubspot Top 25 Blogs


Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader