Learning objectives :

• Understanding the specific motivational factors for salespeople beyond compensation
• Developing daily habits to keep teams energized
• Dealing with situations that lead to sales demotivation (lost deals, slow periods, etc.)
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Course :

Session 1: Individual Motivational Factors
Using Herzberg’s matrix, participants learn the fundamental difference between factors of dissatisfaction (what demotivates when absent: compensation, working conditions, security) and true motivators (what drives motivation: career advancement, recognition, purpose, autonomy). They then explore the three dimensions of motivation specific to salespeople:

• the WHAT (meaning, development, new skills),
• the WHY (impact of assignments, work-life balance),
• and the HOW (work environment, cooperation, autonomy).

Putting it into practice : Identify the key drivers for each of their salespeople to tailor their management style to each individual’s profile.

Session 2: Developing Habits to Foster Daily Motivation
Motivation cannot be imposed; it is sustained through regular rituals. Participants work on recognition practices tailored to the business environment: the weekly celebration of “small victories” (not just signed deals, but the behaviors that contribute to them), and structured, precise, timely recognition feedback focused on behaviors rather than solely on numerical results. They practice writing genuine recognition feedback for a colleague, focusing on the precision, timeliness, and substance of the message.

Session 3: Re-energizing a Demotivated Team
After a string of poor results or the loss of a strategic deal, collective demotivation can set in quickly. Participants work through a real-world case study and practice striking the right balance between transparency and energy: acknowledging what happened without exacerbating discouragement, reframing the situation by restoring meaning through linking teamwork to a broader ambition, and rebuilding positive momentum without downplaying the actual challenges.