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A winning sales environment needs motivation

This guest blog has been written by Air Marketing Group. Air Marketing Group are one of the leading telemarketing specialists in the UK.

In an office full of sales people, some will thrive and others will long to be elsewhere! It is an ever-changing environment and one not for the faint hearted, with some big personalities and lots of diversity. The biggest challenge and most important factor for success is a team’s motivation.

No matter what job you hold, you want to feel motivated and engaged. In a sales environment this is not easy to achieve, no one wakes up in the morning thinking ‘I can’t wait to be a telemarketer today’. So, instilling motivation, providing the right incentivisation and a great culture means people enjoy their work and look forward to coming into the office.

How does Air motivate their team?

We understand that our Business Development Executives who are calling on client campaigns are the driving force behind us, without them we simply wouldn’t deliver on the promises we make to our clients. From our experience, it takes more than just commission to keep our workforce happy and motivated; ensuring they hit weekly, monthly and annual targets. 

Of course, a commission is important to most sales people. We are a collective, motivated by money we need a healthy commission structure in place giving us the opportunity to increase earnings. To motivate our team and continually propel business for our clients we structure commission based on results and client retention, not purely speed of dialling and quantity of appointment made. Giving our whole team more motivation to work hard on retaining client accounts and delivering results. 

Aside from commission, Air understand that a positive, competitive and exciting internal culture makes a noticeable difference to motivation in a sales environment. Internal incentives tailored to help individuals meet client KPI’s and individual targets prove very effective for us. Team socials, rewards, identification when people succeed and the freedom of not micromanaging, all make our sales environment desired by many. 

Our Aim – Motivation

As Head of Performance (Account Director), my role is to identify and understand an individual’s motivators, what is it that makes people in my team tick? This can be a whole range of things, financial motivation, career progression or non-cash rewards. 

Working alongside colleagues in the leadership team we nurture a very special culture here at Air, where the team are performing at an optimum level and maintaining momentum, clients and crucially motivation to deliver and succeed.

What makes Air so forward facing is a mutual understanding that we need each other, respecting one another’s importance – we work together to grow the company, our client base and team members careers by keeping everyone motivated and excited to be part of #TeamAir. 

Opinion piece by Marco Alfano-Rogers, Head of Performance (Account Director), Air Marketing Group


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