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By Chris Strandin March 24, 2016

Inspire Greatness: The Path to Passionate Sales

Passion is one of the most critical elements to a salesperson’s success. The question is not whether or not passion matters (it absolutely does!), but how to ignite and maintain that passion in your sales team. There are a myriad of famous sales quotes that talk about passion and motivation, and there’s a reason for it. 

Obstacles can’t stop you. Problems can’t stop you. 

Most of all, other people can’t stop you.

Only you can stop you.

- Jeffrey Gitomer

Getting your sales team from status quo to passionate can be frustrating – figuring out ways to spread your enthusiasm to your sales department is no simple task. There are a number of different pain points you may be experiencing, such as: 

  • You are managing an unmotivated or dispassionate sales team.
  • Finding a solution unique to your organization or team isn’t easy – there is no “out-of-the-box” quick fix.
  • You may have tried a bunch of things that failed, leaving you feeling disheartened.
  • You’ve probably never have had coaching on how to spread passion and don’t know where to start.

You know you have a problem. Now how do you fix it? We list four major ways to build passion and pride among your team.

1. Consider Your Organization and Priorities:What gets you passionate? Are your reps passionate about that too? When management priorities differ from those of the sales team, the path to passionate sales diverges. Sales people are very good at putting their own interests first; it’s your job to make sure their interests align with yours so that you can achieve victory together. Reorganize and shift priorities to make the sales reps feel more appreciated, which will drive them to engage in the activities you need them to do. Giving people a glimpse into why you’re making these change, to help them, shows them you’re looking out for them and that they have power. This power fuels passion, this passion drives sales people to uncover more leads and close more sales.

2. Avoid Burnout: 
Avoiding burnout is a critical step in sustaining a passionate sales team, and giving them something to look forward to is important to growing the team’s passion. People like to know what they are supposed to do, and love when they like doing those activities. If everybody has a passion for sales negotiation and signing new accounts, don’t ignore that. It’s important. It’s also important to look at the responsibilities of your team, and if they have consistent responsibilities or a more rotating schedule that can reduce burnout by rotating different roles. So long as every sales member understands what they are responsible for, and they have a passion for their one job or variety of jobs, aligning what salespeople like to do with what they are good at can grow passion, commitment and sales.

3. Let Them Feel Envied: 
Pride can be good. Team pride can be great. As other competitors continue to lose deals to you, celebrate this competitive-win culture with your team. If it’s true, tell them blankly that they are the reason the company is winning against all others. Acknowledging when they are excelling helps to sustain a passionate and dedicated culture when it is already thriving, not just when it needs a pump-up. If your sales team is leading the market in your industry, they should know it. Even if they’ve seen the numbers, a well-deserved kudos is always much appreciated and could make a bigger difference than you’d expect.

4. Supply the Right Resources: If you have any questions about how to find, or travel the path to passionate sales with your team, a sales consulting firm can quickly identify strategies to to boost passion and increase results. With deep insights into priority setting, avoiding burnout, and leading a winning sales team, oftentimes an external perspective can help your sales team establish a passionate company culture with strong leadership, and proud employees. If you aren’t meeting the numbers you want, this can be a huge step in the right direction. Combined with sales team training and certification, coaching, and foundational sales structures you will be on the path to passionate sales success.

Topics: Sales Management, Sales Success, Sales Playbook, Sales Strategy


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