What Motivates Channel Sales Reps? 5 Surprising Tactics

What Motivates Channel Sales Reps? 5 Surprising Tactics

By Jen SpencerVP of Sales and Marketing

https://www.linkedin.com/in/jenspencer

@jenspencer


You need to encourage them to believe in the product themselves, while also making it easy for them to sell.

You will also see a bump in sales figures when pride and internal recognition are on the line.

What Motivates Sales Reps?


Confidence in What They’re Selling• What motivates channel sales reps the most is having a product that they can actually stand behind.

• Give the partner sales reps a chance to see value in your offerings, and they’ll use this optimism to increase sales in the channel.


Ease of Sales• Make it easy for the sales

reps to do whatever they deem necessary to lock down sales.

• This could be calculating their margins in the channel to determine how best to make an attractive deal, or creating multiple quotes to provide options for a picky customer.


Incentives• You need to reward high

sellers, but not to the point where the diminutive size or outright lack of reward for the lower ranks turns into discouragement.


Recognition• Sometimes, an incentive

doesn’t serve so much as a motivator on its own, but provides a platform for high-performing sellers to be recognized.

• Sometimes that’s more important than the value of whatever incentive is tacked on.


Pride• Sales Reps can take pride in

the fact that they outsold last quarter’s numbers, or are within the top 25% of the sales team, or any other metric that they find to be motivating.

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