{"id":515,"date":"2020-03-02T08:00:54","date_gmt":"2020-03-02T08:00:54","guid":{"rendered":"https:\/\/wiza.co\/blog\/?p=515"},"modified":"2020-03-02T08:00:54","modified_gmt":"2020-03-02T08:00:54","slug":"sales-team-motivation","status":"publish","type":"post","link":"https:\/\/wiza.co\/blog\/sales-team-motivation\/","title":{"rendered":"How to Keep Your Sales Team Motivated & Performing"},"content":{"rendered":"\n

It\u2019s no secret that sales performance<\/a> is tied to motivation. The harder question is: how do you keep your sales team<\/a> motivated?\u00a0
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We reached out to a handful of sales leaders to ask exactly that. 
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\u201cIn my experience, there is no single tactic that works for every individual on your team,\u201d Vidyard<\/a>\u2019s Director of Business Development Ellen Stafford<\/a>, tells us. \u201cSome people are motivated by compensation, others by recognition, and others by having a healthy work\/life balance.\u201d<\/p>\n\n\n\n

Sales team motivation is about individual goals <\/h2>\n\n\n\n

More than pure numbers, motivation is about understanding individual goals and motivators, Ellen says. \u201cBy aligning those goals to the goals of our overall organization, your people will recognize the investment you are making in them as individuals, driving their motivation and happiness in the role.\u201d
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We asked Sam Schooley<\/a>, SDR Lead Instructor at Vendition<\/a>, the same question. How does he<\/em> teach sales team motivation to VPs and CEOs? 
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His answer is simple but incredibly insightful. It aligns perfectly with Ellen\u2019s response, too. <\/p>\n\n\n\n

\u201cUnderstand why your sales reps work at your company.\u201d <\/h2>\n\n\n\n

Sam lives in Oakland, the hub of Sales Development in the Bay, where he works with SDRs, VPs of Sales and CEOs of rapidly growing startups to accelerate their revenue targets as a SDR coach to dozens of SaaS SDR teams.  
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With this impressive background, it\u2019s no wonder that Sam\u2019s answer stood out to us. It goes deeper than gimmicks and bonuses, tying motivation back to the why<\/em> for every sales rep. 
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\u201cFirst you need to understand why each individual xDR  is at your company,\u201d Sam says. \u201cAs a rule of thumb, about 60% of your xDRs want to be Account Executives. However, that means that 40% do not.\u201d Motivating those who want to be account execs is more traditional. 
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But the 4 out of 10 sales reps that have other goals can be more complicated. Their goals could include: 
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