Many sales managers with whom I have worked believe that motivation comes solely from within, not from external factors. Managers who think this way disconnect from the idea that they have an impact on sales rep motivation; they think motivation is just part of a sales rep’s internal makeup and therefore don’t see motivation as part of their job description.
We all know that there is a large internal component to motivation. But there are also external factors at play that affect the level of motivation —money, achievement, recognition, and responsibility, for example. These are all factors that you as a sales manager can influence with effective sales coaching skills.