The Secrets to Team Motivation

Motivating a sales team can be a difficult task, especially when faced with challenges like employee turnover, shifting priorities, and economic uncertainty. As hybrid work becomes the new norm, it is crucial for sales leaders and managers to analyze their strategies for motivating sellers to achieve company KPIs.

Why Motivation Matters

Motivation serves as the foundation for all our actions, but it requires significant effort to effectively inspire yourself and your team. Additionally, high turnover among sales representatives is a major challenge that leads to revenue loss for teams. In the realm of sales, motivation plays a vital role for various reasons.

78% of professionals say that a gamified recruiting process makes them more eager to work for the company providing the training.

Companies implementing gamification techniques in their sales processes experience up to a 48% increase in sales productivity.

Businesses employing gamification techniques witness up to a 60% increase in employee engagement.

Gamified learning experiences result in up to a 50% improvement in information retention compared to non-gamified methods.

Sales Motivation

a man jumping in the air

Builds resilience

Sales is often difficult and involves a significant amount of rejection. However, salespeople who are driven and determined are more likely to continue their efforts despite facing rejection and obstacles. Instead of seeing these challenges as failures, they perceive them as chances to grow and enhance their skills.

a man with a ponytail smiling

Provides energy and enthusiasm

Salespeople who are motivated possess a heightened level of energy and enthusiasm, which they bring to their work. This contagious energy has the potential to positively impact customers, increasing the likelihood of their purchase.

a table with laptops and other electronics on it

Creates goal-oriented reps

Salespeople who are motivated have a strong sense of purpose and direction. They establish precise sales objectives and put in dedicated effort to attain them. This emphasis on goals enables them to stay focused and evaluate their advancement. Once a goal is assessed, it can be further developed.
a man holding a red sign

Better customer engagement

When individuals are motivated, they tend to develop a sincere curiosity about the products or services being offered. This sincere curiosity results in enhanced customer engagement and the capability to effectively cater to customer requirements.

a man smiling for the camera

Helpful continuous learning

Salespeople who are motivated are more inclined to make investments in their personal and professional growth. They actively pursue training opportunities, engage in reading industry publications, and stay well-informed about market trends, all of which contribute to the improvement of their selling abilities.
a yellow rubber ducky on a branch

Better attitudes

Maintaining a positive attitude is a characteristic commonly observed in motivated salespeople. This positive mindset not only influences their own performance positively but also contributes to fostering a more enjoyable and efficient work environment.

a lemon and a half of an egg

Promotes creativity and innovation

Salespeople who are driven and motivated have a higher likelihood of thinking outside the box and generating innovative solutions to address customer issues. This ability can distinguish them from their competitors and ultimately result in higher sales.
a person sitting at a desk

Rep adaptability

Adaptability is essential in the dynamic sales landscape. Driven individuals are more receptive to change, enabling them to swiftly realign their strategies according to evolving market conditions or customer preferences. This empowers your team to pivot efficiently without compromising important business metrics.

Sales Rep Turnover

Bad news for everyone

This crucial measure is utilized in sales management to evaluate the reliability and efficiency of a sales team. Sales rep turnover is usually expressed as a percentage - dividing the number of sales reps who exited the company (either voluntarily or involuntarily) in a designated timeframe by the average number of sales representatives employed during that same period.

High Turnover - High implications

  • Increased recruitment and training costs
  • Disruption to sales operations
  • Inconsistent sales performance
  • Decreased morale
  • Loss of institutional knowledge

of managers named low individual motivation as their top leadership challenge.

of sales reps say they don't have great reward options available to them.

The 4 Types of Players

The Bartle taxonomy of player

The Bartle taxonomy of player types is a classification of video game players based on the research of Richard Bartle. This classification also works for 'gamers' in the workplace.

Just like Myers-Briggs helps employers understand personality types, the Bartle Test of Psychology can help employers understand player types.When designing incentives, awards, and 'games', knowing the player mix can have massive impacts on your outcome.

shape, rectangle


Achievers are defined by a focus on obtaining status and achieving preset goals quickly or completely. Achievers roughly make up about 10% of the workforce.

Goal-Oriented: Achievers are primarily motivated by achieving in-game objectives and goals. They enjoy completing quests, collecting rare items, and gaining levels or achievements.

Progress-Driven: They thrive on measurable progress and competition, often seeking recognition for their accomplishments.

Focused on Rewards: Achievers enjoy the rewards and recognition that come with their achievements. They are the players who often excel in competitive aspects of games.

shape, square


Roughly 10% of the salesforce are Explorers. Explorers are defined by a focus on exploring and a drive to discover the unknown. This translates to sales as being highly motivated to find the next big client or industry to target.

Curious and Inquisitive: Explorers are driven by their curiosity about the game world. They love discovering hidden secrets, exploring uncharted areas, and learning about the game's lore.

Knowledge-Seekers: They may not be concerned with competition or socializing; instead, they derive satisfaction from mastering the game's mechanics and understanding its inner workings.

Enjoy Discovery: Explorers find joy in the journey of uncovering new aspects of the game world rather than just the end result.

shape, rectangle


By far the largest group (80%), Socialites are defined by a focus on socializing and a drive to develop a network of friends and contacts.

People-Oriented: Socializers are motivated by building and nurturing relationships with other players. They thrive on interaction, collaboration, and social aspects of the game.

Community Builders: They often form or join guilds, clans, or groups and are more interested in the social dynamics of the game than in achieving specific objectives.

Enjoyment through Interaction: Socializers find the game more enjoyable when they can chat, cooperate, or compete with other players. Their primary focus is on the social experience.



Killers are defined by a focus on winning, rank and direct peer-to-peer competition. They typically work alone and make up less than 1% of the workforce.

Competitive and Aggressive: Killers are driven by competition and challenge. They enjoy engaging in combat, defeating other players, and exerting dominance.

Conflict-Seeking: They may not necessarily be interested in the game's story or socializing; instead, they relish the thrill of outsmarting or overpowering opponents.

Power and Control: Killers often seek to gain power or control over others in the game, whether through strategic play or sheer force.

Knowing an employee's type can help managers if they know how to reward that type. All too often, they don't. All too often I see ideas such as "this person likes exploring, so we'll give them points for exploring". Points are an achiever thing. What explorers want are more things to explore. You reward people with what they want, not what you want. If someone is a socializer, give them more opportunities to socialize and build meaningful relationships: don't give a socializer-of-the-month award to the socializer who socializes the most. That will only get you achievers who are resentfully socializing to win the award.

Professor Richard Bartle

Play Games

Close Deals

Adding games to your team's sales process has been proven to get BIG results. As silly as it may sound to "play games at work", it's a fun, engaging, and a great way to get your entire team motivated to improve!


Head-to-head battles between coworkers is a great way to start some friendly rivalries (Killers love these).


Competitions can be company-wide and managers have complete control over the rules, prizes, and timelines for it.

Achievements and Badges

Similar to real video games you can earn achievements for streaks and unlock cool badges that managers have created (great for Achievers and Explorers).

You're already here,
Let's start a conversation.

Let's Connect


Reward Store is part of the POSER family of brands, harnessing unbeatable merchandising solutions that skyrocket the exposure and relevance of our partners' brands. We don't simply excel at this; we assert dominance. 👊