Sales Motivation Guide: Keep Your Team Inspired & Driven

 A report by Gong has shown that 80% of sales representatives agree that they feel motivated at work. However, 17% of salespeople have otherwise found that it becomes hard to stay motivated in this field.  

Kesan demotivasi dalam sektor dinamik yang memerlukan seseorang untuk membawa cerek mereka jatuh pada pengekalan pekerja. Mereka yang sangat bersetuju bahawa mereka tetap bermotivasi di tempat kerja adalah 2.6 kali kurang berkemungkinan meninggalkan pekerjaan mereka sekarang. Ini memberi tekanan kepada pengurus dan pemimpin untuk memastikan wakil bermotivasi. 

Matlamat setiap ahli pasukan jualan mana-mana organisasi agak jelas: menjual lebih banyak! Oleh itu, blog ini bertujuan untuk menyediakan lima aspek yang dapat memastikan wakil jualan bermotivasi dan mendorong lebih banyak lagi.  

What is sales motivation?

Sales motivation is the drive, enthusiasm, and determination that push sales representatives to achieve their targets and perform at their best. It’s influenced by both internal factors (like personal ambition and job satisfaction) and external factors (such as financial incentives, recognition, and career growth opportunities).

A motivated sales team is more engaged, resilient, and proactive in closing deals. Whether it’s through competitive commissions, goal-oriented challenges, or a supportive team culture, keeping sales professionals motivated is essential for consistent performance and business growth.

Key drivers of sales motivation

Here are some key drivers of sales motivation:

• Personalized incentives: Tailored rewards make sales reps feel valued and driven to achieve more.
• Empowerment and autonomy: Giving reps control over their strategies fosters ownership and motivation.
• Purpose and meaning: Connecting sales efforts to a bigger vision keeps reps engaged beyond commissions.
• Instant feedback and coaching: Regular feedback helps reps improve and stay motivated.
• Social recognition: Publicly celebrating wins creates a sense of achievement and drives performance.
• Gamification: Leaderboards, challenges, and point-based rewards make sales fun and engaging.
• Trust and transparency: Clear expectations and honest communication build motivation and commitment.
• Flexible work environment: Giving reps the freedom to manage their schedules increases motivation.
• Positive peer influence: A motivated and energetic team inspires others to push harder.
• Winning mindset: Encouraging self-belief and resilience helps sales reps stay driven even in tough times.

Why motivate sales reps and what are the benefits of it? 

Sales representatives are the driving force behind revenue generation, making their motivation a critical factor in business success. Sales is a demanding field that requires persistence, confidence, and resilience. Without proper motivation, sales reps may struggle with burnout, disengagement, or underperformance.  

A well-motivated team is more likely to stay focused, meet targets, and contribute positively to the company’s overall success. Keeping them engaged and inspired leads to higher performance, better customer interactions, and long-term business growth. Here are some of its benefits: 

• Increased productivity – Motivated sales reps put in more effort, leading to higher sales volumes and revenue growth. 
• Higher job satisfaction – Engaged employees are happier and more likely to stay with the company, reducing turnover rates. 
• Improved customer relationships – When sales reps are motivated, they provide better service, leading to stronger customer loyalty. 
• Greater innovation – Encouraged employees think creatively and find new ways to close deals or improve processes. 
• Stronger team morale – A motivated team fosters collaboration, creating a more positive and productive work environment. 

By investing in sales rep motivation through incentives, recognition, career growth opportunities, and a positive culture, companies can maximize performance and drive long-term success. 

Bagaimana untuk memberi motivasi kepada pasukan jualan? 

In sales, an executive’s performance is constantly monitored against targets. Achieving targets mean one has to shed all inhibitions to approach new prospects and explain the product and features in detail, all while being completely aware that the person on the other side can say no to the proposition at any point. 

Pada masa yang sama, seseorang boleh tersenyum sebagai balasan, cuba meyakinkan prospek lebih banyak, berunding atau membiarkan petunjuk berjalan sama sekali.... hanya untuk mencuba lagi dengan petunjuk seterusnya dengan tahap semangat yang sama. Sekarang ulangi ini seratus kali selama beberapa bulan. Baik? 

Melakukan ini berulang kali boleh mengurangkan motivasi walaupun wakil jualan berprestasi terbaik anda. Tambah faktor luaran ini seperti masa yang buruk untuk dijual di pasaran atau krisis peribadi (fizikal, mental, atau psikologi) dalam kehidupan mana-mana ahli pasukan anda, dan mungkin ada hari jualan rendah atau tiada jualan dan penglibatan yang rendah. 

Untuk mengekalkan produktiviti, fokus, dan intensiti tinggi, menjadi perlu bagi pengurus untuk memastikan pasukan mereka bermotivasi untuk memberikan yang terbaik setiap hari. Walau bagaimanapun, apa yang membuatkan seseorang bermotivasi berbeza dari orang ke orang. Sebagai peneraju jualan, semakin banyak anda mengenali pasukan, jangkaan, dan keperluan anda, semakin baik anda mempelajari apa yang mendorong mereka dan melaksanakannya dalam amalan. 

Sales motivation is more than just offering bonuses or organizing contests—it’s about understanding what motivates sales reps at different performance levels. A one-size-fits-all compensation plan often fails to maximize sales potential, so companies must tailor incentives to drive results across the entire team. 

1. Motivating core performers 

Core performers, the backbone of any sales team, are often overlooked. Since they have the potential to move the needle, targeted incentives can push them toward greater success. Multi-tier targets work well by providing progressive goals, helping them aim higher without feeling overwhelmed. Sales contests can also engage core performers when prizes cater to their diverse preferences rather than being solely cash-based. 

2. Motivating laggards 

Laggards require structured motivation to improve. Quarterly bonuses keep them engaged by setting short-term goals, while natural social pressure—such as the presence of a strong talent pipeline—encourages better performance. Public recognition programs, when implemented thoughtfully, can also inspire laggards to stay competitive without creating a negative work environment. 

3. Motivating top performers 

Many companies limit their highest achievers with capped commissions, discouraging them from going the extra mile. Instead, offering overachievement commissions ensures that what motivates sales representatives—the drive to outperform—is rewarded. Multiple-winner contests also push stars to excel without fostering resentment among the broader team. 

4. Shifting the sales performance curve 

Understanding what sales motivation is requires data-driven insights. Companies should analyze their sales force’s performance curve and conduct controlled experiments to refine their compensation plans. The key is to test strategies in small groups before rolling them out company-wide, ensuring they align with the sales culture and drive sustained results. 

A well-designed sales compensation plan—built on real evidence rather than assumptions—ensures that every rep, from laggards to top performers, stays engaged, motivated, and ultimately drives greater revenue. 

5 Mesti mencuba idea motivasi pasukan jualan 

Sekarang setelah memahami mengapa, mari kita berurusan dengan bagaimana. Anda boleh menggunakan lima prinsip panduan berikut untuk memotivasikan pasukan jualan anda untuk melakukan yang lebih baik: 

1. Insentif 

This is hands down the most important factor that correlates to sales motivation. It was relevant a thousand years ago and will continue to be relevant for the foreseeable future. Making your own money based on your performance (in terms of sales or targets) motivates many people to join sales in the first place. A study by IRF has suggested that 90% of the top-performing companies use incentive programs to reward their sales employees accordingly. 

Insentif boleh mengambil apa-apa bentuk: kewangan dari segi ganjaran tunai, komisen, bonus, dan lain-lain, bukan kewangan dari segi hadiah, cuti, tiket perjalanan, hadiah peribadi, dll. atau gabungan kedua-duanya, semuanya bergantung kepada industri di mana sesebuah organisasi beroperasi, belanjawan mereka, dan yang lebih penting mengikut aset terbaiknya, iaitu, rakyatnya. 

Walau bagaimanapun, dalam banyak organisasi, insentif dilihat sebagai kos yang besar dalam sistem, tidak menyedari faedah jangka pendek dan jangka panjang struktur insentif yang direka dengan baik. 

When executed seamlessly, a well-designed incentive plan with the organization’s goals in focus stimulates the sales teams' desired behaviors, which undoubtedly enables higher sales and serves as a tool for motivation and recognition. A report by IRF has revealed that properly structured incentive programs can easily enhance employee performance by 44%. 

An organization can create many different types of sales incentive plans depending on the sales process, challenges, and business objectives. These days, many organizations provide services to automate sales incentive plans, including customizations for sales representatives at different levels. These automated incentive plans enable the following: 

• Pengiraan kompleks bebas ralat. 
• Kecekapan operasi. 
• Bayaran tepat pada masanya. 
• Mudah difahami wawasan digital ke dalam struktur pembayaran dan skop penambahbaikan. 
• Memaksimumkan ROI dalam jualan dan di seluruh tenaga kerja anda menghasilkan produktiviti yang lebih tinggi dan tahap pergeseran yang lebih rendah. 

2. Gamification 

Employing this technique is not only motivational for your teams but fun, too. Gamification is a process of using game design principles in a non-game environment. According to McKinsey, “gamified components, financial and non-financial rewards” have proven to be effective elements that can drive motivation. 

Most of the reps in sales across organizations are ambitious and competitive people. Whether this trait is extrinsic (the desire to be better when compared) or intrinsic (the desire to improve your skill set) in your team members, friendly competition through sales gamification is great for the team’s morale. 

Ia membolehkan pelbagai proses jualan, termasuk sasaran sebagai cabaran dalam permainan di peringkat individu, pasukan, atau organisasi. Ia menghubungkan prestasi dalam cabaran tersebut dengan sistem ganjaran, dengan itu tingkah laku mengganggu yang menyokong objektif perniagaan. 

Based on the organization’s budget and your team’s personality types, you can implement a gamification solution and see your teams infused with vigor, celebrating wins while chasing points on the scoreboard, unlocking bigger rewards, or growing their gamified avatar as they will be able to see clearly how winning in the game is also enabling them to tick necessary items in their daily to-do lists. 

Menggunakan alat gamifikasi menguatkan rasa harga diri dalam ahli pasukan dan membantu mendorong pasukan jualan anda yang sudah bermotivasi untuk mencapai matlamat seterusnya dengan membolehkan: 

• Papan Pendahulu Visual menunjukkan bagaimana satu pangkat berbanding ahli pasukan yang lain. 
• Kandungan yang boleh dikongsi mesra media sosial untuk memenangi cabaran. 
• Budaya pengiktirafan dan memuji kemenangan kecil. 
• Rasa kepunyaan tujuan seluruh organisasi yang lebih besar. 

Suggested Read: Raise Your Sales Game with these Sales Contest Ideas

3. Empowerment & coaching 

Setiap kali seseorang dalam pasukan bergelut dengan masalah, biasanya sebagai pengurus, reaksi pertama adalah sama ada menjadi kritikal atau melompat masuk untuk menunjukkan cara membetulkannya. Tetapi kedua-dua pendekatan ini diketahui dapat mengurangkan motivasi pekerja. 

Daripada menawarkan penyelesaian, anda boleh membimbing mereka untuk bekerja mencari sendiri sambil memastikan anda berada di sisi mereka, sekiranya keadaan sukar timbul. Ini membina kepercayaan kepada ahli pasukan anda bahawa anda percaya kepada mereka dan potensi mereka, yang menjadikan mereka berusaha lebih keras untuk membuat anda bangga. 

Criticism in any form adds to demotivation, whereas positive feedback is a simple and one of the most effective ways to boost an attitude of learning in your teams. As per a Gallup survey, 67% of employees whose managers focus on positive characteristics are engaged at work, compared to 31% of employees who report their managers focus on their weaknesses. 

Lebih-lebih lagi, pasukan yang berkongsi hubungan kerja yang baik dengan pengurus mereka dan pengurusnya bertindak lebih sebagai jurulatih daripada bos untuk mereka dilihat lebih berdaya tahan dan tabah dalam masa yang sukar. Perkasakan pasukan anda seperti jurulatih, praising, membangunkan, memperbaiki, dan membimbing mereka secara strategik untuk membetulkan kesilapan. 

Beberapa cara lain untuk memperkasakan ahli pasukan anda ialah: 

• Buat pengaturan kerja yang fleksibel. 
• Semak kesejahteraan peribadi dan keluarga mereka. 
• Kenali inisiatif dan idea baru. 
• Bincangkan peluang kerjaya dan pertumbuhan. 

4. Sales training 

Untuk motivasi jualan yang berkekalan, perasaan kecekapan dan kepercayaan terhadap produk atau perkhidmatan yang dijual oleh wakil jualan anda sangat penting. 

As sales leaders, you need to ask and assess the skill-sets that different reps in your team individually need to learn or upskill to perform well in their sales executive roles and responsibilities. For example, active listening, negotiation, contract management, closing deals, building a product story, etc. Encourage your reps to learn more and make time to attend training that benefits their role and develops an overall personality. 

Sales training for new hires, especially at the time of onboarding, is very crucial and serves as an essential weapon for recruits to pick up knowledge on market trends, competing products, the company’s vision, and mission, and usually infuse them with the knowledge to approach clients with confidence. 

Anda juga boleh meminta seluruh pasukan jualan anda untuk menghadiri seminar maya dan luar tapak yang ditawarkan oleh organisasi anda, atau beberapa acara industri, dengan itu mempromosikan pembelajaran kumpulan dan peningkatan persahabatan. Wakil berasa dihargai apabila pengurus berminat dengan pertumbuhan peribadi mereka dan bukan hanya dalam meningkatkan jumlah jualan. Pemimpin jualan boleh membimbing rakan sepasukan mereka kepada subjek yang membantu mereka bertambah baik di tempat kerja dan dalam kehidupan. 

Ini boleh: 

• Menghadiahkan atau mencadangkan buku. 
• Podcast. 
• Laporan atau infografik mengenai trend pasaran. 
• Pengurusan tekanan atau bengkel kesedaran. 

Suggested Read: How can your Sales Training Program Stack up with your Peers 

5. Pembinaan pasukan 

Apabila jualan dipertimbangkan, persaingan yang sihat dan melakukan yang lebih baik berbanding dengan rakan sekerja lain dari segi pengiktirafan, bonus, atau promosi adalah komponen utama; Sekiranya pertandingan ini tidak sihat dan tidak seimbang dengan latihan pembinaan pasukan jualan, ia boleh membawa kepada suasana permusuhan, ketoksikan, dan rasa tidak puas hati. 

Sebagai pengurus jualan yang bertujuan untuk pasukan jualan yang bermotivasi dan bertenaga, anda perlu memupuk suasana kerjasama dan bukan hanya persaingan. Dua mesej utama perlu pergi ke wakil jualan anda untuk bersaing dengan pesaing, bukan antara satu sama lain, dan kedua, semua wakil jualan adalah seperti bahagian jentera, dan setiap bahagian perlu bekerja serentak untuk mesin berfungsi dengan baik. 

Oleh kerana kebanyakan wakil jualan keluar pada panggilan jualan dan bekerja dari jauh, sukar bagi mereka untuk merasakan bahawa mereka tergolong dalam pasukan yang lebih besar dan membentuk ikatan kerjasama. Oleh itu, pembinaan pasukan menjadi penting bukan sahaja untuk motivasi tetapi untuk kepuasan kerja juga. 

Untuk menggalakkan pembinaan pasukan, anda boleh bermula dengan memberi ganjaran kepada perkongsian pengetahuan, mentor, dan usaha untuk membantu satu sama lain untuk mengatasi persaingan. Selanjutnya, menjalankan aktiviti pembinaan pasukan dalam talian dan luar talian dengan pasukan jualan anda yang tersebar meningkatkan semangat pekerja dan minda pertumbuhan melalui kerjasama. 

Pasukan jualan mesti bekerjasama rapat dengan banyak jabatan dan pihak berkepentingan organisasi yang lain. Sikap kerjasama mungkin berguna dalam interaksi sedemikian juga. 

Beberapa petua yang boleh dilaksanakan oleh pengurus termasuk: 

• Puji pasukan anda secara terbuka dalam mesyuarat atau menjerit apabila semua ahli pasukan berada di sekeliling. 
• Promosikan cuti pasukan, makan tengah hari atau acara. 
• Menghapuskan sebarang kekaburan di wilayah jualan dan cara bekerja. 

How can Compass help in executing these sales team motivation ideas? 

Here’s how Compass can help drive sales motivation through incentives, gamification, and team-building strategies. 

1. Incentives: Automate and optimize sales compensation 

A well-structured incentive program is essential to what motivates sales reps. Compass simplifies and automates incentive compensation management (ICM), eliminating manual errors and payout delays. With fully no-code tools, sales leaders can effortlessly design, publish, and manage IC plans for any role. 

• Automate commission calculations with pre-built templates, ensuring accuracy and efficiency. 
• Establish hierarchies for approvals and escalations, preventing miscommunication and ensuring reps receive what they’ve earned. 
• Provide clear, real-time insights into payout structures, helping reps stay motivated by understanding their earnings potential. 

2. Gamification: Drive engagement and boost productivity 

Sales gamification software transforms repetitive tasks into exciting challenges, making work enjoyable while increasing productivity. By integrating gamified leaderboards and contests, Compass ensures reps stay engaged and competitive. 

• Run contests based on KPIs that directly impact commissions, reinforcing what motivates sales representatives. 
• Offer quota attainment visibility through personalized dashboards and public leaderboards, fostering accountability. 
• Encourage social recognition and friendly competition to enhance performance and morale. 

3. Team building: Strengthen collaboration and motivation

While competition fuels performance, collaboration is equally important. Compass helps build a cohesive, motivated sales team by offering: 

• Live-streamed sales contests on TV screens to celebrate achievements and boost morale. 
• Custom competitions, from one-on-one challenges to team-based races, ensuring continuous engagement. 
• AI-powered nudges and communities, encouraging knowledge-sharing and mutual support. 

By leveraging Compass, organizations can streamline incentives, gamify sales processes, and foster collaboration, ensuring sales motivation stays high and teams remain engaged. Book a demo, now! 

Kesimpulan 

Pada ketika ini, anda mesti tahu bagaimana memotivasi pasukan jualan memerlukan banyak usaha. Langkah seterusnya ialah menerapkan beberapa atau semua prinsip ini dan menjadikan pasukan anda bermotivasi dan gembira. Anda boleh mengambil masa anda, dan tidak mudah untuk melaksanakan setiap taktik yang pelbagai ini semasa mengawal. 

Start with something small, and it’s alright, even if it feels insignificant. Your team will sense you are moving in the right direction and respond accordingly. In time you can tackle the bigger challenges, and there are many amazing sales incentives solutions to get you going from the ground up, end-to-end. Always remember, the higher the motivation, the better the sales team. Good luck selling. 

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