How Sales Leaders Can Motivate Their Sales Teams to Grow

Sales leaders play a critical role in the success of their teams. Motivation is key to driving productivity and achieving organizational goals. Here we’ll explore five effective strategies sales leaders can implement to boost motivation and foster growth.

Motivation is crucial for sales teams because it directly impacts productivity and overall performance. Without motivation, businesses may experience decreased output and fail to achieve important objectives. Low motivation can lead to wasted resources and hinder the organization’s ability to deliver high-quality work. As a sales leader, it’s important to address any issues related to motivation to ensure the team’s success.


What to Expect from a Motivated Sales Team

A motivated sales team will have higher levels of productivity and innovation. Motivated employees are more likely to work harder and contribute ideas for improvements. In addition, motivated teams experience lower absenteeism rates and higher staff retention, as employees are satisfied with their jobs and see the value in their work.

5 Ways to Motivate Your Sales Team

  • Get to know your team: Understanding each team member’s motivations is essential for effective leadership. By using a data-driven approach, sales leaders can identify what motivates their team members and tailor their strategies accordingly.
  • Give what they do a deeper meaning: Helping salespeople understand the purpose and impact of their work can increase motivation and dedication. By aligning individual roles with the organization’s goals and values, sales leaders can inspire passion and drive in their teams.
  • Celebrate the small wins along the way: Recognizing and celebrating achievements, no matter how small, boosts morale and motivates team members to continue working towards larger goals. Whether it’s advancing a suspect to a prospect or closing a stage of the sales process, acknowledging these accomplishments fosters a positive work environment.
  • Support them through the hard times: Salespeople often face rejection and pressure in their roles. Providing support and guidance during difficult times is crucial for maintaining motivation. Sales leaders should acknowledge mistakes, offer constructive feedback, and encourage their teams to persevere.
  • Empower, enable, encourage: Investing in coaching, training, and technology enables sales teams to develop their skills and adapt to evolving market trends. Sales leaders should seek feedback from their teams, empower them to take risks, and encourage continuous learning and development.

Motivating a sales team is essential for driving growth and achieving success. By understanding the importance of motivation and implementing strategies to inspire and support their teams, sales leaders can create a positive and productive work environment that fosters growth and success.


Motivating Sales Teams with Goals.com

Sales teams play a vital role in the success of a business. To keep the team motivated and productive, sales leaders need effective tools. Goals.com is a powerful CRM (Customer Relationship Management) platform designed to drive sales performance through various features like goal setting, tracking, incentives, and more.

  • Setting Clear Sales Goals: One of the key features of Goals.com is its ability to set clear sales goals. This ensures that all team members are aligned on both team-wide and individual objectives. When everyone knows what they’re working towards, it creates a sense of purpose and direction.
  • Managing Leads and Customer Data: Goals.com allows sales leaders to efficiently manage leads by assigning them to sales associates and tracking their progress through the sales pipeline. Additionally, the platform enables the management of customer contacts, reminders, notes, proposals, and purchase history. This organized approach helps sales teams stay on top of their prospects and customers, leading to better conversion rates.
  • Performance Tracking and Dashboards: With Goals.com’s performance dashboard, sales goals and current performance are always in focus. This visual representation of progress provides actionable insights, helping sales teams identify areas for improvement and celebrate successes. Clear visibility into performance metrics fosters accountability and drives continuous improvement.
  • Facilitating Communication: Effective communication is essential for any successful sales team. Goals.com offers a built-in team chat feature, allowing team members to communicate directly within the app. This eliminates the need for separate communication tools and promotes collaboration and teamwork.
  • Daily Performance Summaries: Each day, sales associates receive an email summarizing their current performance relative to their goals. This daily pacesetter keeps team members informed and motivated to stay on track and strive for excellence.
  • Engagement through Contests and Bonuses: Goals.com makes it easy to launch sales contests and incentive programs to engage the team and boost sales activity. Sales leaders can also offer performance bonuses to motivate team members to exceed their sales goals. These incentives create healthy competition and drive performance.
  • Automated Reporting and Commission Tracking: Goals.com streamlines administrative tasks by providing automated sales reports on a monthly, quarterly, and annual basis. Additionally, the platform offers real-time commission tracking, saving time and ensuring accuracy in compensation calculations.
  • Fostering a Positive Work Environment: Recognizing and celebrating team members’ achievements is essential for maintaining morale and motivation. Goals.com facilitates peer-to-peer recognition, allowing colleagues to acknowledge each other’s contributions. The platform enables the celebration of birthdays and work anniversaries, creating a sense of appreciation and camaraderie among team members.


Goals.com offers sales leaders a comprehensive solution to motivate and empower their sales teams to grow. By leveraging its features such as goal setting, performance tracking, communication tools, and incentives, sales leaders can drive productivity, collaboration, and success within their teams. Goals.com isn’t just a CRM; it’s a powerful tool for cultivating a high-performing sales culture.

If you’re ready to boost your sales team’s performance and drive growth, contact Goals.com today to get started!

 

Empower Your Sales Team With Sales Management Software

Investing in sales management software is a highly effective way to support your sales team and overall business. These tools have seen widespread adoption across diverse industries, owing to their exceptional benefits. They are specifically designed to assist your staff throughout the sales process, ultimately making it easier for teams to sell your products and services.

An effective sales management software program streamlines tasks such as lead management and follow-up, freeing up time for teams to focus on critical tasks. It offers real-time insights that enable reps to make data-driven decisions, optimize the sales process and improve performance.

By centralizing all sales-related activities, these platforms improve communication and collaboration within the sales department. This reduces miscommunication and ensures everyone is on the same page. A well-designed program provides a way to share best practices and success stories, which motivates and inspires team members.

Sales automation software also enhances customer relationship management by simplifying client interaction tracking and purchase history records. It also automates personalized follow-up tasks.

Customizable sales management solutions improve sales forecasting by providing accurate data and insights into the sales pipeline. Automating routine tasks and providing data-driven insights boosts productivity and efficiency, leading to increased revenue and customer satisfaction.

5 Ways Sales Management Software Boosts Efficiency

Sales management software offers advantages to businesses of all sizes. These include the following.

    • Goal Setting and Tracking. Sales team automation software allows for the setting, monitoring and tracking of individual and team sales goals. This ensures all team members are aligned and working towards common objectives. Goals.com provides sales associates with a Daily Pace Setter email summarizing daily performance relative to their goals.

Please put in your new customer mockups on here.

Goals.com streamlines all of your customer information so you have everything you need and nothing you dont.
    • Improved Communication. Sales management tools often include a Customer Relation Management (CRM) system that stores customer contacts, notes and interactions. This gives sales representatives access to all necessary information and helps them provide better customer service and improve overall client satisfaction.
    • Sales Contests and Bonuses. Sales management solutions encourage healthy competition among associates through contests and rewards. With Goals.com, managers can launch contests in seconds and engage their teams and boost sales activity. In addition, personalized bonus programs can be created, which will further motivate the team to exceed their goals.
    • Peer-to-Peer Recognition. Acknowledging and appreciating your employees’ work can boost morale and productivity. Goals.com offers a peer-to-peer recognition system that enables team members to appreciate each other’s accomplishments, birthdays and work anniversaries. This creates a positive work experience.
    • Sales Reporting and Commission Tracking. Sales and lead management software can automate the process of generating monthly, quarterly and annual sales reports, saving time and increasing performance. Additionally, automated real-time commission tracking provides a transparent and accurate way to track commissions and payouts.

An image of the Goals.com dashboard.

Goals.com makes it easy to track and calculate commissions for products sold.
  • Dedicated support.com offers custom demos, free set up and dedicated support to help businesses get started. Our support team is available to demonstrate the software in action and provide assistance when needed.

In summary, sales management software can benefit business by providing a platform for setting and tracking both individual and team-wide sales goals. This ensures that all sales team members are aligned and working towards achieving common objectives.

Image screenshot showcasing the simple dashboard of Goals.com's platform

With a simple CRM, sales representatives will have all the information they need to provide better service and improve customer satisfaction. Platforms like Goals.com enable easy communication among team members through chat and performance dashboards. Sales contests and personalized bonus programs can encourage healthy competition among sales associates, motivating them to exceed their goals. Peer-to-peer recognition on great work, birthdays and work anniversaries can further boost morale and productivity, creating a positive employee experience.

Goals.com’s automated sales reporting and real-time commission tracking can save time and improve performance, providing a transparent and accurate way to track commissions and payouts. Dedicated support, including custom demos and free setup services, can help businesses get started with the software.

Achieve Sales Success with Goals.com

Boost your sales performance and align your team towards achieving shared goals with Goals.com. Our simple yet powerful platform allows you to set and track goals, offer incentives and manage customer interactions all in one place. With our performance dashboards and automated reports, you and your team can stay on track and focused on what matters most. Our sales contests and personalized bonus programs will motivate and engage your team, while our dedication support will ensure you have all the help you need to achieve your sales goals. Schedule a custom demo today and discover how Goals.com can drive your sales success!

How Sales Contests Motivate Sales Teams and Drive Sales

As a sales leader, there’s no better feeling than bringing out the best in your team. No matter if your salespeople consistently perform, or if they need a spark, a good manager will ultimately always find a way to drive performance.

However, this can be far easier in theory than in practice. How do you get a team that performs well to earn even better results? How do you get your people to rally after consecutive under-performing quarters?

Think about the times you’ve been involved in a winning sales culture. What were the best parts about it? Odds are, they had some or all of these components:

  • People felt eager to pursue new leads.
  • It always felt like there was a new goal to aspire towards.
  • People felt properly motivated to achieve those goals.

Image depicting a sales contest status in the Goals.com platform.

Easily create contests and track results for specific employees or your entire team.

It All Starts with a Sales Contest

Your sales culture can get the jolt it needs when you truly invest in your salespeople and decide to break the status quo. There’s no better jumping-off point for this than creating a sales contest. Throw out commission caps, year-to-date sales, and any office politics standing in your way, and give your team a level playing field where they all have the chance to shine.

Contests are an excellent way to spur sales within your team, inspire healthy competition, and help your people realize a potential they thought they would never reach. When your sales team is the lifeblood of the company, you need to do everything in your power to make your department thrive.

If you’re looking to breathe new life into your sales culture and create engagement beyond belief, a well-managed contest can serve as a catalyst for larger successes to come.

The ROI will Always be There

If sales leaders and upper management dedicate the resources needed to keep their team motivated, they will always get a return on investment. Even in companies with great commission structures and perks, your sales team may sometimes get complacent. When this is evident, you need to shake things up.

When you initiate a sales contest and put a worthy prize on the line, you allow your team to chase a new dream and create a new standard in the process. While your team members may be excited about their upcoming commission check, they largely know what to expect. If they win a contest for a $1000 resort gift card, their imagination can run wild about where they’ll use it.

According to BI Worldwide, more experience-based prizes draw more emotional engagement and are considered more of a memorable reward, but feel free to pick whatever is best for your company. As long as the prize is truly enticing, you should expect some kind of uptick in results.

If you announce your prize and don’t feel palpable enthusiasm and notice an uptick in sales activity, don’t be afraid to go back to the drawing board.

Incentivize and Grow

Another inherent value of running a sales contest is that it can inspire belief from those in your team who may need it most. The reps who are cold, the reps who have the least sales year-to-date, and the reps who are flat-out bored will feel compelled to win for themselves and win for the company when the stakes suddenly feel more important.

Contests are something everyone can get behind. While everyone can’t win, the shared experience of chasing the prize can bring your team close together. As sales leaders, it is your job to facilitate that sense of community and rally around the fact that all of the fruits of your team’s labor from this contest are going towards one common goal.

An image of the messaging feature within Goals.com

Goals.com can serve as a messaging platform to rally your team and build your culture.

When sales leaders run fair, transparent contests where your team can easily track the results, your team will feel the cohesion that comes with healthy competition, and you can inspire positive behavior changes in any of your reps. A properly run sales contest can be the elegant solution and the paradigm shift that changes everything in a relatively short amount of time while leaving a lasting impact.

Short-Term Solution? We Beg to Differ

Some may consider contests as a short-term solution meant as a desperate attempt to inflate numbers or rescue a fiscal quarter, but they offer so much more than that. When sales leaders present these opportunities with a worthwhile incentive in a positive light, they can learn so much more about their sales force and what drives them.

If one of your weakest sales performers rises to the top, they may suddenly feel more comfortable in their role and actively try harder to sustain the results. If your turnover rate reduces over a calendar year, it can be attributed to the fact that your salespeople are stimulated and feel that they’re being properly rewarded for their hard work.

No matter how well things are going for your sales force, consider creating a sales contest to see the impact it makes. Suddenly, progress will feel more tangible, wins will be celebrated more, and you’ll uncover a blueprint to continually hit your sales goals.

Are You Running Your Contests the Right Way?

If you’re considering running a sales contest, how you facilitate it will make all the difference. Are you simply giving a daily update and pointing towards a dry-erase board? If so, you run the risk of enthusiasm running out very quickly and the results being largely ineffective. It’s of the utmost importance to run contests with an emphasis on growth. You need to give performers of all levels on your sales team something to aspire to. Even if they don’t win, if your salespeople enjoy the process and recognize the strides they made, you will see positive indicators of what’s to come.

With Goals.com, you and your sales team can easily establish and track sales goals, and create interactive sales contests in minutes. Curious to see it in action? Sign up for a 30-day free trial or  schedule a demo today.

How Effective Sales Bonuses Improve Company Culture

Companies of all sizes and varying industries across the world know the value of a highly driven, high-performing sales team. When your sales force is driving revenue and surpassing laid-out metrics and expectations, your organization feels the positive impact.

When this occurs, it’s because you’ve managed to bring on talented, dedicated people who do an incredible job of selling your company to others. The question is, how do you keep that going for as long as possible?

Salespeople have an innate drive to attain higher thresholds of success which need to be supported and rewarded at an organizational level. While many factors aid in retaining talent, effective incentive programs will always be the best way to keep your sales team happy and motivated.

Here’s a closer look at some of the clear benefits of how bonuses can inspire your sales force to continually drive performance.

1. They Motivate Your Sales Force to Sell MORE.

Effective incentive programs will always give your salespeople something to chase and another accomplishment to attain. When your sales force achieves all of the goals set out for them, you always need to have another reward ready to keep driving performance.

Bonuses are the most essential part of keeping your salesforce stimulated. By nature, if your highest performers aren’t feeling stimulated to sell more, they won’t be nearly as effective and eventually take their talents somewhere else.

Doing whatever you can to effectively reward them to keep them motivated is a win-win for everyone involved.

Whatever you’re offering, make sure you have buy-in from your team. Conduct a survey to see what reward would be most appealing.

2.  Bonuses Helps Retain Top Talent

As we just touched on, your best people will always know how much they drive and how much they’re worth. If they feel they’ve plateaued in their current role, they may seek a different position at another organization and presumably get hired very quickly.

Conversely, if you create new goals for them with a must-have reward, they’ll welcome the challenge with enthusiasm and raise their level.

When considering the time and effort to recruit new salespeople, properly rewarding your current high performers will help retain your culture and positively impact your revenue. Your company will be much better off in the long run.

A screenshot of the bonus tracking feature within the Goals.com platform.

Goals.com gives you the ability to easily create and track team and individual bonus.

3. They’re a Powerful Recruiting Tool

On the other hand, if you’re doing so well that you need to bolster your sales team, having an effective bonus structure will only help you bring on new and highly talented candidates.

If your team feels that they’re being rewarded for their hard work, perhaps they will refer someone in their professional network to come in and interview. It will only do good things for your reputation.

When a candidate is mulling an offer between companies, you’ll be the one they choose. Why? Because your organization clearly understands how to properly reward their high earners.

4. They Can Inspire Healthy Competition

Bonuses given through a sales contest are a phenomenal way to bring a culture-boosting competition to your sales team. If your team has a sales leader who dominates year after year, we’re willing to bet that the rest of their team is clamoring to outsell them. A sales bonus given by way of a sales contest allows them to do just that, even if it’s over a small period.

As much as Kim loves working with John, she’ll fondly remember when she won bragging rights and the $1000 Delta gift card that paid for her honeymoon flight. More importantly, she’ll feel inspired by her hard work and can enjoy her much-deserved reward.

When companies inspire their sales force to rise to the occasion through a tantalizing sales contest, they often will experience many positive results they didn’t see coming.

A screenshot showcasing the sales contest tracking feature within Goals.com.

Easily create contests and track results for specific employees or your entire team.

5. They Give Clear and Succinct Targets

When your bonuses and incentive programs are properly laid out for your organization to engage with and strive towards, you will instantly experience the positive impact of a clear mission.

When it comes to the health of your sales force, transparency is one of the key factors to making your people feel comfortable in their roles. Additionally, you help maintain their desire to grow and drive performance.

When getting together with key stakeholders at your company, you need to strategize how to best present goals for your sales team and clearly outline the rewards. When they have a clear idea of what they’re chasing, they will be more motivated to achieve the goal at hand.

6. They can Boost the Culture of your Team.

Even if the bonus is bestowed to just one individual, you will feel the cohesion of your sales force as they work towards achieving the goal you created. While winning the bonus is the destination, they will bond over their experiences throughout the journey.

With team bonuses, in particular, there are simple things your leadership can do to create positive team-building. These things include: Acknowledging wins throughout the stage of a deal, publicly announcing a won deal, and recognizing teamwork as your sales force works to attain the goal set out for them.

Salespeople are often very competitive, but even with individual bonuses, they all have the experience and know the feeling of working towards organizational goals. If they feel contests and bonuses are being facilitated positively, it will be a valuable experience for your company.

In Conclusion

While you need to make the rewards worthwhile to retain your sales force and help drive revenue, it’s also important to consider the messaging and presentation of your goals to your team. Are they transparent? How can your team best engage with them? How can you create buy-in and facilitate a winning, dedicated culture?

Make sure your sales force feels the experience of chasing a goal worthy of their efforts, and your organization will experience the benefits of their success.

Goals.com was created with sales leaders and teams in mind to give you all of the necessary tools needed to effectively manage your team and crush your sales goals. If you want to learn more, start your FREE 30-day trial today or schedule a demo with us.

Why is Sales Team Recognition Important?

The top performers on your sales team are a crucial part of your business. They not only perform their job well; they set a positive example for the rest of the team and uphold your company’s values. They also play a vital role in generating revenue for your business. Recognizing and rewarding their efforts is a great way to show your appreciation and motivate them to continue achieving results.

Skilled sales representatives are an asset that nearly every organization needs, which is why it is important for business owners and managers to make them feel appreciated. If you don’t make your employees feel needed and valued, they will eventually find an employer who does.

A screenshot depicting an example of the employee recognition feature in use within Goals.com.

The Benefits of Sales Team Recognition

Employees appreciate being recognized for their efforts, and your sales team is no exception. Offering gratitude for their hard work will give them a much-needed boost in confidence. It will give your whole company a boost as well.

Below we’ve listed some of the top advantages of a sales team recognition program.

Make Work More Enjoyable

Being a sales rep comes with its ups and downs; there will be times when even your best performing team members are struggling. Showing them some appreciation during these tough times can help them stay invested in their work, especially when the market is not doing well.

Encourage Friendly Competition

Healthy competition can be a great motivator. Pitting your sales reps against each other in a friendly way creates an environment where everyone is working hard to outperform their colleagues. This can lead to increased productivity and better results for your business. It creates an environment of mutual respect.

More Incentive to Succeed

Sales incentives can serve as a powerful tool to motivate and improve productivity. Businesses that offer rewards to employees based on sales goals create an incentive for more sales. Not every sales rep needs an incentive to perform at their best, but some reps will respond well to bonus programs and other awards. Incentives can come in many forms, such as commissions, bonuses, contests or awards.

Draw Top Talent to Your Company

There are plenty of talented salespeople, but some organizations don’t provide the recognition these individuals deserve. If you want to attract underappreciated sales reps and let them know your company notices, values, and rewards its workers, we recommend creating a strong sales incentive program.

What Makes an Effective Sales Recognition Program?

It’s relatively easy to develop a program to reward top performers. In order for your program to be successful, you must recognize the right person for the right reason(s).

Sales team recognition should not be given too easily. At the same time, this recognition should give your high-performing sales rep a genuine “moment in the spotlight”, rather than an insignificant mention in passing (such as a quick shout out in a company email).

Examples of sales achievements might include:

  • Reaching or exceeding sales targets
  • Achieving a high sales conversion rate
  • Selling a large ticket item
  • Generating new sales leads
  • Securing a difficult sale
  • Closing a complex deal
  • Maintaining a high level of customer satisfaction

Recognition is essential for sales rep engagement. If leaders don’t show appreciation for their employees’ good work, they can’t expect those same employees to return tomorrow ready to give their best. Without recognition, the morale of your sales team will drop, along with retention and profits.

Engage With Your Sales Team

At Goals.com, we believe that every sales team member deserves to be recognized for their individual contributions and unique talents. Our platform is designed to help you build a culture of excellence where everyone feels valued and appreciated. With our easy-to-use tools and customizable features, you can create recognition programs that fit your company’s specific needs and objectives.

With Goals.com, you and your sales team can…

Create a place where employees feel comfortable and can bring their “real” selves to work by celebrating life’s most important moments with them, including weddings, birthdays and more.

Recognize more than just work anniversaries. Traditional work anniversary recognition is great, but don’t forget to recognize other significant career highlights too, like onboarding, promotions, transfers, years of service, and retirement.

Create a culture in which peer-to-peer employee appreciation allows everyone to feel seen, heard, and acknowledged for who they are as a person and their professional accomplishments.

Goals.com was created with sales leaders and teams in mind to give you all of the necessary tools needed to effectively manage your team and crush your sales goals. If you want to learn more, start your FREE 30-day trial today or schedule a demo with us.