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How can you motivate your sales development team during a recession?

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A recession can be a challenging time for sales development teams, who are responsible for generating and qualifying leads for the sales pipeline. However, it can also be an opportunity to sharpen your skills, adapt your strategies, and motivate your team to overcome the obstacles. In this article, you will learn how to motivate your sales development team during a recession by following these six tips.

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1 Adjust your goals

The first step to motivate your sales development team during a recession is to adjust your goals according to the market conditions and the customer behavior. You may need to lower your expectations, focus on quality over quantity, and prioritize the most promising prospects. You should also communicate your goals clearly and frequently to your team, and explain how they align with the company's vision and mission.

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Josh Norris ????

Building the GTM of 2027 ? GTM Architect, Advisor, Operator ? Also building the best influencer marketing programs on LinkedIn ? Sales shouldn't be a dirty word :)
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Three points here: 1) I’ve seen too many leaders raise quotas in an attempt to motivate sellers. The carrot vs the stick. I’ve never seen it work without creating serious damage to morale and team turnover. 2) Unrealistic quotas were common enough to become a cliche pre-recession. What do you think they’re doing now that companies are struggling and panicking? Just look at RepVue… Make your quotas realistic if you want to motivate your team. 3) If you can’t make realistic quotas for your team, then you either have a skill gap on the team, poor leadership, or a bad product.

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2 Provide feedback and recognition

The second step to motivate your sales development team during a recession is to provide feedback and recognition on their performance and progress. You should give constructive and specific feedback on their strengths and areas of improvement, and celebrate their achievements and milestones. You should also encourage peer feedback and recognition, and create a culture of learning and collaboration.

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Joshua Nanticoke

Building Successful Partnerships & Strategic Alliances
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Motivating sales reps during tough economic times means going beyond the financial compensation. It’sabout recognizing the individual effort, not just the outcome. Celebrating each win, big or small, it helps foster team unity and uplifts team morale. It’s important to understand that each rep has their own battles, whether personal or at work. What can be done? Acknowledge their hard work—even when deals don’t close. That in itself can be a huge morale booster. Worked hard to get a client & it fell through? We all learn from the process, we grow. This culture of appreciation and personal attention ensures every team member feels valued and driven, regardless of external pressures. Recognize all wins, not just the monetary.

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Emad Al-Marzoog

I build SDR teams | Founder of SDR Foundry | #1 SDR Leader at Adecco, General Assembly, Pontoon, and previously Oracle
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A recession is a great time for training/enablement and taking a step back to understand how to get strategic with your sellers to produce more pipeline for the business. Create spiffs rather than raise quotas. Lead with empathy, not with pressure. Help your team sell! Make sure you participate in their deals offering executive sponsorship - this goes a long way!

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3 Offer incentives and rewards

The third step to motivate your sales development team during a recession is to offer incentives and rewards for their efforts and results. You may need to revise your compensation plan, and offer more flexible and creative incentives, such as bonuses, commissions, gift cards, or recognition programs. You should also tailor your incentives and rewards to the individual preferences and needs of your team members, and make them attainable and transparent.

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Nick Shinner

Director of Sales
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Reward and incentives should be based on market share (which can be controlled) and not on sales volumes (which may suffer from a decline in the whole sector/industry). The team might be the best in the industry but are not rewarded because volumes are down

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4 Support their development

The fourth step to motivate your sales development team during a recession is to support their development and growth. You should provide them with training and coaching opportunities, and help them acquire new skills and knowledge that can help them succeed in the changing environment. You should also encourage them to seek feedback and mentorship from their peers and managers, and create a personal development plan.

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5 Empower their autonomy

The fifth step to motivate your sales development team during a recession is to empower their autonomy and decision-making. You should give them the freedom and flexibility to manage their own schedule, workflow, and tools, and trust them to deliver the best results. You should also involve them in setting their own goals, choosing their own incentives, and solving their own problems.

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6 Maintain a positive attitude

The sixth and final step to motivate your sales development team during a recession is to maintain a positive attitude and outlook. You should be optimistic and resilient, and show your team that you believe in them and their potential. You should also be empathetic and supportive, and listen to their concerns and challenges. You should also have fun and inject some humor and joy into your daily work.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you motivate your sales development team during a recession?

1

2

3

4

5

6

7

1 Adjust your goals

2 Provide feedback and recognition

3 Offer incentives and rewards

4 Support their development

5 Empower their autonomy

6 Maintain a positive attitude

7 Here’s what else to consider

Sales Development

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How can you motivate your sales development team during a recession?

1

2

3

4

5

6

7

1 Adjust your goals

2 Provide feedback and recognition

3 Offer incentives and rewards

4 Support their development

5 Empower their autonomy

6 Maintain a positive attitude

7 Here’s what else to consider

Sales Development

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