Motivation is to sales what petrol is to a car. It’s what gets salespeople moving and passion flowing when they run into bumps and roadblocks. So, when research by sales training companies shows that motivation is waning, there is a true cause for alarm.
A study by Salesbloom found that 66% percent of salespeople are less motivated than they were a year ago. When motivation takes a nosedive, revenue can take a brutal hit, too. So, getting your team fired up again is an urgent priority.
Here’s how sales training can be a powerful tool for boosting motivation and achieving greater business growth.
Keeps skills fresh
The sales landscape is constantly changing. Remember when customers relied on businesses for recommendations on what to buy? Nowadays, customers do their own research and come armed with information and tough questions.
If your team is using outdated techniques, they’re going to fall behind and struggle to hit quotas. This can lead to frustration and a feeling of helplessness. Providing opportunities to learn the latest strategies and approaches helps salespeople stay relevant. As a result, they’re more likely to remain engaged and enthusiastic about their work. This can lead to higher motivation levels.
Fosters healthy competition
Healthy competition can be a powerful motivator in the workplace. When coworkers see their colleagues succeeding, they’re more likely to want to achieve similar results. Data from Sales Xceleration found that teams working in a competitive environment outperform those who aren’t by 21.6%.
One new technique that is gaining popularity in helping companies achieve healthy competition is gamification. This is the use of game mechanics in non-gaming environments to drive positive outcomes. For your sales teams, this could look like setting up a leaderboard to track their numbers. Or you could also use points and badges to reward top performers.
A visual representation of progress is a great way to spur your team on. It also provides a tangible goal to strive for.
Accelerates career development
Salespeople who feel that their career is progressing are more driven to excel in their jobs. A study by the University of Wisconsin-Madison found that people who felt their career was “on track” were more likely to make higher quota attainment than those who felt stuck. This finding is consistent with what we know about human motivation. When people feel that they are progressing towards their goals, they are more likely to be motivated.
To advance in their careers, your team needs the skills to tackle new challenges and responsibilities. Sales training can develop specific skills and can be a key part of a successful career development plan.
By showing a clear path to career growth, you can help them feel more motivated in their current role. Also, when salespeople know that the management is invested in their development, they are more likely to be engaged with their work.
Increases job satisfaction
Selling seems easy enough. You find a need and fill it, right? The shockingly high turnover rate (45%, according to CSO Insights) tells a different story. Sales is a highly demanding profession that often requires long hours, travel, and working on weekends. This can lead to burnout and increased job dissatisfaction.
Job satisfaction is key to stoking the fires of motivation. When salespeople are happy with their job, they’re more likely to show greater commitment to their work. Showing your team how to do their jobs well allows them to become more competent. This can lead to a strong sense of accomplishment and pride in their achievements. As a result, they’re more likely to be motivated to keep doing their best.
Feeling a sense of camaraderie and belonging also contributes to job satisfaction. This sense of connection can be a potent motivator. A survey by Dale Carnegie found that sales teams who received training were more likely to feel like they belonged to a team.
Working with sales training companies
Training is a powerful tool that can help keep your team fired up. However, it’s important to remember that not all programs or providers can deliver the same results. To get positive returns on your investment, work with reputable sales training companies who can create customized plans that meet the needs of your team.
