The key to truly motivate a sales team, to excellence, is two-fold:
- They need to see the top reps making real money. Like, really good money. That will show everyone it is possible. That it can be done. And that maybe it isn’t even that hard if you hustle, listen and learn. Not everyone needs to make huge bucks. But the top 10%-15% do.
- A great VP of Sales / boss. Sales is a risky career. You can get fired at any time, and there is so much turnover. A great boss backs up her team. Promotes her top performers. Backfills those with promise, but gaps. Etc.
When I see a combination of (x) a great leader in sales + (y) the top few reps making real money … then I almost always see (a) almost no attrition on the sales team and (b) a high performing sales team (i.e., strong quota attainment + revenue per lead).
The difference isn’t small. I’d say roughly, these sales teams often perform 2x-5x better than other teams.
That’s a lot.