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  • Nicki Cleary

How to Motivate your Sales Development Team: 3 Tips by 3 Top Sales Reps

Updated: 2 days ago

Are you looking for ways to better motivate your sales development team? Amy asked 3 award winning sales development representatives what their leaders do to keep them motivated. Keep reading for tangible tips that will help you motivate your team to increase results and improve performance.

3 tip on how to motivate Sales Development Reps by Sales Reps including Milly Marsh from Bigtincan, Ben Reeves from Hokodo and Ceri-anne Boucher from Hook

Tip #1 - Focus on the 'controllables' | Ceri-Anne Boucher, Hook

Control the 'controllables'
Milly Marsh, Sales Development Rep from Bigtincan Tip #1 on coaching

Work with each of your reps to break down the month into daily call/email tasks that they commit to doing as a first priority.


You can't control the market, and there's a lot of rejection in the role of an SDR - use data to give comfort that your team is on track with the 'Controllables', so you can help them keep focus and avoid getting overwhelmed.



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Tip #2 - Set a clear and achievable progression framework | Ben Reeves, Hokodo



Ben Reeves from Hokodo Tip #2 on setting goals

Motivation is key for an SDR. The job can be demanding and if you’re having a bad day, it can be easy for your head to drop.

I’ve found that the most important ways an SDR Manager can keep me motivated is by setting out a clear progression framework. I feel motivated when I know I’m developing, learning and progressing towards something bigger.

My manager, Grace, sets clear, concise and achievable tasks/goals. On top of this, I have a time frame whereby these targets should be hit. Some of these include shadowing more senior members of the team so I can learn from the best, sending me on training courses as part of my development budget and presenting back to the team some of my personal expertise.


I feel motivated when I know I’m developing, learning and progressing towards something bigger.

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Tip #3 - Managing up by sharing what you need | Ella Braimer Jones, Learnerbly


If a manager can identify what excites you, you’ll enjoy what you’re doing and it won’t actually feel like ‘work’.
Ceri-Anne Boucher from Hook Tip #3 on controlling the controllables

The relationship you have with your manager can be the making or breaking of a job.


So: what’s the secret concoction? How can your manager better motivate you to improve performance?


Create a strong foundation for a mutually honest and respectful relationship - being an SDR comes with highs and lows, and having a manager to facilitate the rollercoaster is really important.


It’s a bit of a tightrope of hitting the sweet spot around giving you free-rein to explore your creativity whilst providing you with the parameters that’ll guide your focus.


Clarity: the only way managers can even begin to inspire high-performance is by outlining exactly what’s expected of each individual.


Play to your strengths - if a manager can identify what excites you, you’ll enjoy what you’re doing and it won’t actually feel like ‘work’. For me that’s a mixture of face-to-face interactions, but ultimately, building authentic connections and, broadly, helping people.


Finally: reward! A bit like training a dog to do tricks - how’d it know it had been successful without being given a treat?



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There is a lot of information and misinformation about how to motivate your sales development team. At the end of the day, the best solution is to get to know what drives each individual person on your team and leverage that to help them be their best selves


For more tips from sales pros on how to sell more, click here to see the blog post


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