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Few subjects are more interesting to business leaders and executives than motivation. There are countless books and blogs about how to motivate yourself and others, and yet despite all the ideas and advice, we can never get to the bottom of it (or stop talking about it).

There’s a good reason for all this discussion about motivation: it’s a paradox. Everyone wants to feel motivated, but for some reason, the desire to be motivated is not the same as actually being motivated. In the case of motivation, the demand is simply greater than the supply.

Thankfully, sales leaders don’t have to solve the problem of motivation, because for anyone looking to improve performance on their sales teams, motivation isn’t really the problem.

People don’t get into sales because they want something handed to them. The profession attracts competitive self-starters who push themselves and strive to be the best. Motivation comes naturally to salespeople, which is why we use incentive compensation plans, so that their motivation can be oriented to clear and attainable goals with suitable rewards.

Sure, there can often be problems with morale on sales team, but that has more to do with broken or inadequate processes than any intrinsic failing on the part of salespeople.

Salespeople have a natural tendency to work independently. It’s the job of the sales leaders to steer that self-generating energy and integrate it with the broader business strategy, as well as priorities from other departments like finance, marketing, and HR.

But syncing the efforts of your sales teams with the rest of the organization can easily lead to complex and time-consuming processes with too many inputs and approvals. As these demands and delays pull your sales teams away from the activities that align more naturally with their ambition, your salespeople may begin to resent collaborating. Worse, they may come to see other important processes, like engaging with the CRM, as bureaucratic busy-work.

Sales leaders don’t need to motivate their teams. Instead, they need to unleash the existing motivation that’s already there, by removing the needless complexity and difficulty from the sales management process.

To see how you can clarify your sales process and improve collaboration across the sales organization and between departments, book an Obero SPM demo today!

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