How to Motivate Salespeople

Published: 03rd February 2010
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Years of research into sales performance has identified that each member of a sales team is different and has varied requirements. The way each one work s and deals with the challenges in their job is varied according to their personality type. However it is common to find similar sets of personality types a sales team. Managers can therefore enhance motivation of their salespeople with effective management of each individual depending on their personality type. With this in mind, most management courses cover sales team motivation as a core subject area. By classifying of each member of the team, you can match the right salesperson to the way of working that most suits that individual. Improve sales performance by effective classification!

The Practician

They like ordered and set policies and procedures. They focus on detail and the practical issues. The solutions that they recommend to clients will be the correct recommendation to meet their exact needs.

Provide the necessary means to optimise his systems. Let him know his precise sales results, what he contributes to the business and be clear about aims and objectives. Avoid disrupting his working pattern.

Introvert Sales people

He works assiduously, without causing any sensation and without needing constant communication with new people. Instead, he acquires product knowledge down to the last detail.

Keep trouble away from him. Give him tasks in which his strengths come into play: detailed knowledge, the ability to work on his own, and concentration on a task. He needs praise - but not publicly. He values being informed in detail by his boss about the background to his tasks.

The Extroverted Sales person

He has a lot of varied interests. His communication with those around him is very lively and energetic. However this person gets bored with long and detailed projects and like to be involved in numerous tasks and activities all at once. He is not known for good detailed knowledge.

Avoid him with projects that are going to take a long time to complete. Alternatively provide shorter and medium term activities where he will be dealing with clients face to face are far better for these people.

Express your appreciation or positive customer feedback to him in front of his colleagues sometimes as this is important to him.

Intuitive Salesperson

He is similar to the Extrovert. He likes change and the grand gesture, not detail. He has a thirst for action, but cannot accept standardized activities in sales. Make use of his creativity when developing new sales strategies. Assign him to intellectually demanding projects. Allow him to experiment and to see across the demarcation lines.

The Emotional Salesperson

He values a good working atmosphere and harmony in the team. He wants to be useful to other people and has a pronounced sense of justice. This person is ideally suited to a position in customer service or after sales support. He is very good at managing customers that demand high levels of personal contact and service.

Show him your esteem and support his work. When holding sales competitions, give preference to team oriented models which do not strain the atmosphere in his group.

The Rationalist The Thinker His decisions are based on pure facts, not on moods or feelings.

Like the Practician, he needs honest feedback about his level of performance. He would like recognition to be according to objective, intelligible criteria. Goals and objectives set for this type can be challenging but must be attainable. This is an area that managers are particularly interested in when attending management courses.

The Bureaucrat type of Sales person

He gathers all the relevant facts together and pronounces his judgment - black or white. Inflexibility is a virtue to him, he calls it loyalty to one's principles.

He likes a manageable, well-ordered working environment. Keep uncertainty, changes and unresolved problems away from him. He is renowned for his 100% appropriate, flawless offers when requirements are specified precisely.

The Spontaneous Type

He is spontaneous, flexible and has a healthy, realistic outlook. If necessary, he will willingly also concern himself with details. Official routine is a dead end for him.

Break up his routine with special tasks or extra duty assignments. Remain accessible to him and distance him from official routine. Do not impose any self-organization methods on him, they would just slow him down.

Average Sales people

He is not conspicuous and only displays ambition to a limited extent. The status quo is the working norm for him. He earns rewards principally because of his length of service with the company.

Make the working environment enjoyable and encourage a competitive spirit with the sales team.

These sales people are perfect for looking after customers where there are constant targets, and that rarely incur big challenges or problems.

People respond much better in an environment that suits their working style. Therefore by identifying the personality type, and meeting their working requirements, you can maximize business performance through high levels of sales team motivation. Motivation skills can also be further developed by receiving training on management courses.


Richard Stone ( is a Director for Spearhead Training Limited that offers management courses programmes to improve business performance. You can see more ways to motivate a sales force at =>

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