Sales Models, Metrics, and Motions Blog

Advice for Motivating Inside Sales Reps

by Trish Bertuzzi on Thu, Dec 27, 2007

4/23/14 UPDATE: We just released a research report on motivating and retaining inside sales reps in 2014. You can read more about it or download the ebook.

Motivating Sales Reps

We frequently are asked "How can I motivate my Inside Sales Reps?"  Companies jump through hoops coming up with contests and SPIFs that will encourage the behavior they are looking for.  In actuality, the answer is right at the end of their a mentor!
Role models are few and far between in both our personal and professional lives. Your best reps are those that want to get better.  Providing them with a mentor who understands and communicates best practices will not only get them up to speed but will also provide them with a sounding board, a coach and a person they know has their best interests in mind.

We live hectic professional lives.  But, if the last quality time you spent with your reps was to do a forecast review, then are really giving them the best you have to offer? 

Peer to peer mentoring is also a great way to share information. 

Almost every team has top performers that want to do more...that want to help others be successful.  Set up a program that allows them to do so and reward them for it.  There is joy in just have to identify those people who will feel it and give them an opportunity to do so.

We would love to hear stories about great mentors that you have had so feel free to post a comment!

Topics: inside sales management, inside sales motivation, mentoring

Get the latest SDR, AE, and CSM insights in your inbox.


What do you think?