Motivation largely stems from trust. When sales teams know they their leaders have their best interest at heart, they are driven to succeed. How do managers build trust? The key is effective communication. Managers should ask sales professionals how they like to be managed and take those wishes into consideration. In addition, managers should make an effort to understand the personal and professional goals of sales professionals and take steps to help them attain them.
Relationships between members of the sales force are also important. When employees work as a team instead of seeing each other as competition, they can achieve great things. Managers should get creative when it comes to building camaraderie in the workplace. Group outings can help build relationships, but so can in-office group activities, like fantasy football leagues, and friendly competitions.