How does "the way you motivate" your sales org change as your company scale?

It's a great question. I believe that all reps are continuously motivated by earning potential and career growth opportunities, regardless of the stage of the company. To get more nuanced, you'll see earlier hires more motivated by the combination of equity and cash, and you'll also see earlier hires hoping to leverage their early arrival to accelerate their career growth (vs later hires). As an aside, one of the real joys of leading and scaling sales teams is rewarding those deserving early hir ...Read More

Good question! When it comes to motivation, at any stage & maturity of a sales organization, you need to make sure: 1. Purpose - your sales team understands the mission & objectives of the organizations, feels connected to the purpose of what you are trying to acheive, and most importantly, can see how their work directly impacts progress towards company goals 2. Compensation - your sales team is well compensated and that the components of that make up compensation (base salary, variable ...Read More

Motivating a sales team isn’t static—it changes as your team grows and matures. What energizes a team of three won’t work for a team of thirty. The key is to evolve your approach in a way that supports performance, culture, and long-term growth. Motivation Strategies by Stage Early Stage (1–3 reps) High-touch leadership: Daily check-ins, direct access to leaders and product Celebrate small wins: Every deal is a milestone! Example: A simple way to celebrate wins is by having a Slack channel or em ...Read More

As your company scales, the way you motivate your sales organization needs to evolve to match the growing complexity and size of your team. While incentive compensation remains the cornerstone of motivation, there are additional strategies you can employ to keep your team engaged and aligned as you grow. Incentive Compensation: Foundational Motivation: The core way to motivate your sales team is through well-structured incentive compensation plans. As the company scales, it’s critical to establi ...Read More

My old CRO use to say, "If your territory isn't shrinking or the company isn't hiring - you're at the wrong company." I love this mindset. As your company grows and scales, it means your equity is worth more. Motivation for AEs should be that change is a good thing, change is inevitable and change is the most constant thing in life. JFK said, "Change is the law of life. And those who look only to the past and present are certain to miss the future." Motivation around embracing the change and you ...Read More