Inside sales teams need more than financial motivation

by Peter Gracey
Mass High Tech

There is a tendency for inside sales people to be viewed solely as individual contributors with a variable compensation plan who need less motivation than a typical employee. And that misguided thinking is one of the main reasons why companies tend to lose many of their best inside sales people after a relatively short period of time.

The reality is that inside sales people care just as much about being directly involved in non-sales related initiatives as their colleagues in other departments. Yes, financial compensation is a huge motivating factor and it does drive positive behavior, but we can’t stop there. Inside sales people need more than just money to maintain their morale and stay invested in their company’s success.

So shed the idea that compensation is the only tool at your disposal.

Recently, Beyond.com leveraged its “Sales Channel” to survey more than 1,000 sales professionals across the U.S. The results indicated that nearly half (48 percent) proactively leave their jobs do so for a “bigger opportunity.” What does this mean?
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