Suzi M. Moreland, MBA, M.S.’s Post

As a manager, how do you motivate your entire team and not just top performers? Pursuing goals is a powerful motivator for some sales reps, but not all. ✍️ (AHEM, Killers… *cough, cough.* We’re looking at you…) In our “Mind the Motivation Gap” report, we discovered that 56% of motivated sales reps tended to rank goal attainment extremely effective at driving them forward. However, 70% of sellers who identified as “poorly” or “not at all motivated” chose helping clients succeed as a motivating force instead. These two key findings from our report show that sales managers may not have a “low individual motivation” problem on their hands… But rather, points to the real problem—that managers might not know how to motivate certain kinds of sellers. DUN… DUN… DUN…. ✋😨 But how do we fix it?! 💡 Managers can help combat this blind spot by utilizing Bartle’s Player Type framework and working to understand the other types of sellers on their team and their unique motivators. **↳** Stay tuned next week for a deep dive into each of the four player types! 🏆

As a manager, how do you motivate your entire team and not just top performers? Pursuing goals is a powerful motivator for some sales reps, but not all. ✍️ (AHEM, Killers… *cough, cough.* We’re looking at you…) In our “Mind the Motivation Gap” report, we discovered that 56% of motivated sales reps tended to rank goal attainment extremely effective at driving them forward. However, 70% of sellers who identified as “poorly” or “not at all motivated” chose helping clients succeed as a motivating force instead. These two key findings from our report show that sales managers may not have a “low individual motivation” problem on their hands… But rather, points to the real problem—that managers might not know how to motivate certain kinds of sellers. DUN… DUN… DUN…. ✋😨 But how do we fix it?! 🥲 💡 Managers can help combat this blind spot by utilizing Bartle’s Player Type framework and working to understand the other types of sellers on their team and their unique motivators. 👉 Stay tuned next week for a deep dive into each of the four player types! 🏆

Before I knew the power of adaptability in sales, I would stress about these 5: 1. Inconsistent deal flow 2. Low conversion rates 3. Poor lead quality 4. Lack of a scalable process 5. Difficulty in differentiating in the market Reflecting on my career, these 3 habits killed the anxiety and boosted my development: 1) Adapt & Overcome I began embracing feedback for continuous improvement. It led to refining our sales strategy. I started getting recognised for innovative solutions. 2) Relationship Building I began prioritizing genuine connections over transactions. It led to stronger client relationships. I started getting referrals and repeat business. 3) Lifelong Learning I began investing in my education and skills. It led to staying ahead of industry trends. I started writing consistently and began to be recognised as a thought leader (as uncomfortable as that feels). From uncertainty to a predictable sales pipeline.

You are a sales leader for an org with a 6-month ramp time. You are likely to complete your annual plan in January. The results: You’re placing yourself in an unknown position and letting down your teams. Like 95 % of you, that also used to be my operating motion. How can you think of next year when you are in the middle of your current battle, right? Short answer; you have to! I start preliminary preparations for the coming year battle in June and July. It doesn’t have to be complex Get started by looking at: → Productivity cap per rep → Manager capacity rate → Sales velocity That will give you an idea of what potential actions could be and what to recommend to the organization. It’s not a Merry Christmas just yet. But your thoughts need to be partly around that time of year. ✌🏼

I'm challenging everything you've been told about what makes a great sales culture. We’ve been led to believe that success is all about the numbers—how much you sell, the awards you rack up, and the competition you beat. But here’s the truth: a truly thriving sales environment isn’t just about chasing figures. It’s about creating a space where sales achievements are celebrated and healthy competition is encouraged, but not at the cost of teamwork and support. Imagine a culture where collaboration isn’t just a buzzword but a daily practice. A place where each win is a shared victory, and where the entire team supports one another in reaching new heights. It’s not about the flashy incentives or high-pressure tactics. It’s about building an environment where every team member feels valued, motivated, and part of a winning team. That’s the real success in sales—a culture that thrives on mutual support, shared goals, and collective achievements. #SalesCulture #Teamwork #SalesSuccess #HealthyCompetition #Collaboration #SalesAchievement #WorkplaceCulture #TeamSupport #RealSuccess

This could've got me fired... As a sales director, you have to lead by example and follow the rules. But during a session of creativity, my CEO permitted us to break them. I wanted to see HOW far I could push it (without ruffling too many feathers). So I defied the norms and shattered the status quo in my sales leadership role. Here are 3 lessons I've learned from doing things a bit differently: 1. I ditched my entire sales deck for a video of an account manager telling me the prospect's targets were completely unrealistic. 🎥 They closed right after. Embrace raw honesty. Authenticity builds trust and drives results. 2. I introduced a 4-day week to my team and we told NO-ONE (not even my line manager) for 6 months!  🤫 We broke our sales record that quarter and my team's productivity and job satisfaction were up 3. At times I’ve shared (with permission) genuine screenshots from internal conversations on Slack or even WhatsApp if it's relevant to show my prospect we are on the same page.  📲 Transparency creates alignment and strengthens relationships. Break free from the fear of breaking rules. Innovation thrives on rebellion and pushing boundaries. Sometimes, the greatest success comes from defying expectations. 🏆 Here’s a pic of my team and I celebrating our success with a trip to Paris 🥳

Being a **sales manager** is a challenging role that requires a unique set of skills. Here are some essential practices to help you excel in this position: 1. **Lay a robust foundation**: - Craft a strong operating model for your team. It serves as the bedrock for successful sales strategies. - Meticulously assemble the components necessary for execution. 2. **Motivate your team**: - Understand each sales rep's motivation. - Build a culture of feedback and accountability. - Root for your team members to help them reach success. 3. **Establish a supportive network**: - Recognize the mental and emotional energy required for this role. - Avoid burnout by having a supportive network or tools in place. 4. **Prioritize processes**: - Define and track clear, measurable processes. - Focus on the sales process your reps follow. Remember, your role extends beyond personal performance. Empower your team, scale your management process, and foster growth. 🚀

It seems simple enough, how do you energize employees to compete in a healthy sales environment… ONE UP PARTY asked a handful of CEOs, some of whom have exited companies over $1 billion, mentors, and the advisory board Zev Siegl Chris Stairs Do you wanna know what they told us? (here is the pattern we notice) 1) Create cash incentives. (if the same person keeps winning it then spread it out a little bit and make it a team effort, but still reward excellence, they increased sales!!!) 2) Gamify things for the long term (set, achievable targets, define clear goals, and build “quests”) 3) Utilize metrics, structured incentive programs, personalized goals, regular feedback with support, and lastly foster team spirit, and collaboration. FYI, if you have a 4th let me know in the comments I want to hear what everyone else has to say!

Are sales leaders spotlighting the talents in their sales people well enough to harvest more? It's easy to notice what your sales people aren't doing. Negating their talents whilst berating them for not doing X, Y, Z is counter productive. Instead...shine the light on their talents. Use them as a springboard so they more easily embrace new sales behaviours that increase their success. It's more likely to work!

Why do some sales teams consistently outperform others? It's not just about the individual talent within the team, but rather how each member's strengths are harnessed and aligned towards a common goal. High-performing sales teams have a few things in common: unparalleled product knowledge, a keen understanding of their customer's needs, and an unbreakable team dynamic. But here's the kicker - these attributes don't develop overnight. They're cultivated through strategic hiring, ongoing training, and fostering a culture of continuous improvement. So, when you're building your next sales team, remember that the magic isn’t just in recruiting top talent, but in how you bring out the best in them together.