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“Motivation is the art of getting people to do what you want them to do because they want to do it.” – Dwight D. Eisenhower

Eisenhower might have been borderline Machiavellian in what he said; but there is truth in it, especially in the context of the workplace.

A motivated sales team achieves sales targets not because you told them to. They do it because they want to. There is personal gain from long hours, repetitive tasks, endless follow-ups and the struggle to close deals.

When a goal is reached, there is a sense of achievement that, in itself, is a good motivator.

The question is: how do you motivate your sales team and how do you keep them motivated?

Money Works

While we will go beyond $, money as a motivator should not be overlooked. We live in a material world; and some people do look at money in their bank as a measure of how good they’re doing. Besides, the usual sales achievement tally is in terms of the dollar amount sold. A corresponding monetary reward is somewhat expected.

Most commission schemes are basic. Commission is computed based on revenue goals reached


Posted by Colin Burns

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