3 Ways to Motivate Your Sales Team — Without Stressing Them Out

While it is the sales team’s job to bring in business, simply cranking up the heat to get the numbers you want can produce an environment where stress backfires. Too much stress in any professional situation will mask talent and lead to poor decision-making. Instead of dialing up the pressure, the author recommends leaders engage with sellers in three areas: 1) Focus on creating an exceptional sales experience. 2) Focus on the sales process (not the outcome). 3) Focus on coaching to improve performance.