Motivation in In-Home Sales
A critical piece of the emotional intelligence puzzle
It’s easy to identify motivation as a differentiator between a so-so sales rep and those who close more deals, get more done, and seek out ways to improve their skills. Yet, it is often overlooked as a core component of emotional intelligence (EQ). The good news is that motivation can be cultivated within sales teams.
EQ is essential in today’s market—especially in in-home sales, which require trust and rapport. We go deep on the subject in our recent e-book, The Sales EQ Playbook. But here, we’re focusing on one crucial element of EQ: motivation.
In this context, motivation is the intrinsic drive to work toward goals and the resilience to overcome difficulties and objections to achieve them. This kind of intrinsic motivation—that is, internal drive—differs from external motivation. Motivation in EQ refers to self-motivation, the innate desire to take action. External motivation, on the other hand, comes from outside of oneself, such as incentives like a commission.
In sales, motivation is connected to better long-term performance, increased job satisfaction, lower churn, and greater support for the business’s financial goals.
How Motivation Fuels Sales Performance
Sales involves frequent rejection and setbacks. That can be difficult for many reps to navigate. Yet, those with high EQ—and, in particular, a high degree of motivation—are better equipped to process these experiences without becoming discouraged.
When reps remain focused on their objectives despite challenges, they are capable of pursuing leads more assertively, leading to greater productivity. Simultaneously, motivation is linked to personal empowerment. Motivated reps feel a sense of control over their work and its outcomes, take ownership of their performance, and are driven to excel.
The impact and importance of motivation is clear, yet improving motivation requires inner resources that can be cultivated through EQ coaching and supportive work environments that prioritize this kind of development.
Develop Motivated Sales Reps
Motivation supports confidence—a crucial factor in closing deals. Research shows that sales reps with a high EQ typically have higher close rates than those with lower EQ. What’s more, motivation supports individuals outside of work, too, helping them develop a sense of purpose and tenacity.
So, how is this critical skill fostered in the workplace? We have a few suggestions.
Encourage a Growth Mindset
A growth mindset is the belief that intelligence, talents, and accomplishments can be attained through dedication, hard work, and learning from experience. This orientation to work (and to life!) fosters resilience, adaptability, and a greater capacity to learn, all of which increase motivation and performance.
A growth mindset is encouraged through activities such as:
Reframing challenges. Actively encourage reps to view setbacks not as failures, but as opportunities for learning and growth.
Positivity. Model an optimistic view and help reps focus on what they can do differently next time after a not-so-great call, instead of dwelling on the negative.
Connecting work to values. Provide opportunities for reps to connect their work to their values. For example, a rep might name community as a value. Help them connect the company’s work to a happy, thriving community.
Create Space for Reflection
Encourage reps to make time regularly for reflection. Whether at the end of every day or the end of every week, encourage them to review interactions and performance, identify opportunities and missteps, and brainstorm strategies to strengthen their skills.
Reflection might look like:
A conversation among colleagues dedicated to the review of recent experiences, learnings, and challenges in the field.
A few minutes of journaling at the end of the day.
Consistent coaching that emphasizes EQ.
Get Motivated—And Drive Sales Success
Motivation is a core piece of emotional intelligence and one of the most powerful predictors of sales success. As we’ve explored here, motivation equips reps to be resilient in the face of rejection, fuels productivity through focus and connection to values, and builds the confidence necessary to close more deals.
By fostering a growth mindset, encouraging reflection, and creating an environment that supports emotional intelligence, leaders can transform motivation into a sustainable sales advantage. The benefits of a motivated sales team ripple throughout the entire organization.
If you’re ready to empower your team with the tools they need to stay motivated and maximize performance, SPCloser is here to support you. It is purpose-built to help sales professionals sharpen their EQ, receive and integrate feedback consistently, and reach their full potential. Book a demo to learn more.
