Why should Inside Sales Reps be thought of as any different then field reps for motivation? They should not be! Short term, they're looking for extra money & extra accolades. Medium term, they're looking for extra training, extra money & extra accolades. Long term, it's career path (field, telesales manager) and extra money. However, the money stuff is the easiest to do but often the least motivating. I found the some of the best motivation to be the non-material stuff - the CEO mentioning them during an all-hand's meeting, that great off-site training class where they come back and present to the group on what they learned or even a promotion to selling manager. What doesn't work? Ringing the bell or gong when a sale is made!

I always found the best motivator to be the "good leads." During my time as a manager and as a rep I've always felt that the best salespeople should be rewarded with more opportunities. If I am doing well, give me your hot leads - obviously I can close them and it thus becomes a win win. The one thing Inside Sales people need is a little less stress in hitting their number. If a manager can help by making that journey a little easier - you have loyalty. Forget the non performers and how they feel about unfair distribution of leads - it's business and the best people should get the best leads. If you are not getting those leads then you need to start proving yourself - that's motivation. No matter how you do it though, the best way to keep a salesperson motivated is by giving them opportunities to make sales.