Engagement › Sales · 2 of 4
Inspiring a Sales Team
By RISE Business Framework · Created by Gary Harper and Brandon McCurdy · Reviewed
Inspiring a sales team means creating an environment where salespeople stay motivated and engaged. In RISE, managers recognize achievements, hold scheduled feedback sessions and set clear performance goals. A four-quadrant matrix shows whether the team sits in positive or negative motivation and engagement.
How RISE does it
- A positive work environment fosters creativity and collaboration.
- Recognizing achievements encourages the team to strive for more.
- Scheduled feedback sessions reveal what works and what needs improvement.
- Clear performance goals give team members purpose and challenge.
Inspiring a Sales Team is one of four tools in Sales, part of the Engagement quadrant of the RISE Business Framework.
The RISE tool
Sales team Motivation / Engagement matrix
| Quadrant | Markers |
|---|---|
| Positive Motivation | Valuing, Learning Focus, Self-Belief |
| Positive Engagement | Persistence, Planning, Task Management |
| Negative Engagement | Disengagement, Self-Sabotage, Blame-Shifting |
| Negative Motivation | Anxiety, Self-Avoidance, Low Control |
“Positive engagement is the cornerstone of a proactive sales team.”Gary Harper
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Frequently asked questions
How do you motivate a sales team?
Recognize achievements, hold scheduled feedback sessions and set clear performance goals. RISE also stresses valuing the team, promoting learning and building self-belief.
What are signs of a disengaged sales team?
RISE lists avoiding meetings and communication, making excuses instead of finding solutions, and always looking for someone or something to blame.
The other tools in Sales
- Resources of SalesDefine who sells, what tools they use, how you pay them, and when they train each week.
- Systems of SalesRun a replicable sales process through a seven-stage funnel, from fresh leads to closing.
- Engaging CustomersStay in touch through personal, persistent contact until prospects become loyal customers.
Related in another quadrant: Talent Development
