Motivated salespeople sell more. Yet many sales organizations struggle with a persistent motivation gap, in which even well-compensated and capable salespeople are less-than-optimally engaged in driving results.
This panel discussion examines the underlying causes of an undermotivated sales force, and reviews effective approaches to closing sales force motivation gaps. Panelists will discuss how management practices in compensation and performance management can have unintended consequences, inadvertently undermining the very motivation these programs hope to encourage. They present practical approaches to enhancing motivation and reinforcing a healthy, competitive, and energized sales culture.
Topics include:
- What motivates salespeople?
- How firms inadvertently undermine sales force motivation.
- The role of compensation in driving motivation.
- Effectively employing cash and non-cash incentives that support and enhance salesperson motivation.
- Contests, competition, and culture: their impact on driving salesperson motivation.
- Assessing motivation and diagnosing root-cause issues.
- How high-performing firms address motivation gaps.
This webcast is intended for sales leaders, sales managers, and sales compensation, sales operations, sales effectiveness, and revenue operations professionals, along with any executive responsible for sales force performance, who want a clearer understanding of what drives salesperson motivation and how to strengthen it.
This session is free to join and open to the public. Become a basic member ($0), login, and return to this page to register.
