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Welcome to the GTM Launchpad newsletter! Each week, I will share a sales play to help you grow your business, level up your sales game and succeed in the trenches

I wanted to kick this one off by being real with you yes big commission checks are nice but if that’s the only thing you’re relying on to keep your sales team hungry you're missing the bigger picture

I’ve been there chasing those big payouts and thinking that’d be enough to get people going but over time I realized it’s the culture you build around your team that keeps them grinding day in and day out

If you want your squad to sell like their life depends on it without just throwing more money at them you’ve got to foster that internal drive and hype that keeps them motivated. That’s exactly what we’re diving into today. How to build a culture that fuels your sales team's fire and keeps them hyped up even when the commission checks aren’t rolling in

Let’s jump in

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Fat commission checks are great but they aren’t the only thing that keeps your sales team dialed in. If you want a squad that’s truly driven to sell with intensity it's about more than just the paycheck. It’s about creating a culture that inspires and fuels their grind every day

Here’s the thing when you build a culture of recognition, collaboration, growth and purpose you don’t need to keep throwing more money at the problem. Instead you’ve got a team that’s motivated by the work itself, the support of their peers and the mission they’re all working toward.

How do we do that?

1. Recognize and Celebrate Wins

Why it matters: Everyone loves a shoutout. Recognizing individual and team achievements boosts morale and fosters a sense of belonging

How to do it

• Team meetings: Kick off meetings by highlighting recent wins. It sets a positive tone and motivates others to step up.
  

• Social media shoutouts: Celebrate successes on your company's social channels. It not only boosts the individual's morale but also showcases your team's prowess to a broader audience.
  

• Personalized acknowledgment: Some folks appreciate a quiet nod. Take the time to understand your team's preferences and acknowledge their efforts accordingly.

2. Foster a Collaborative Environment 🤝

Why it matters: A team that collaborates thrives. When reps share strategies and insights everyone levels up

How to do it

• Peer learning sessions: Encourage reps to share their successful tactics in regular knowledge-sharing sessions.
  

• Mentorship programs: Pair seasoned reps with newcomers to foster growth and camaraderie.
  

• Open communication channels: Create platforms where team members can discuss challenges and brainstorm solutions together.

3. Invest in Personal and Professional Growth 📚

Why it matters: When reps see a path for growth they're more likely to stay engaged and committed

How to do it

• Training opportunities: Offer workshops and courses that align with their career aspirations.
  

• Clear career paths: Define advancement opportunities within the organization.
  

• Personal development: Support pursuits that enhance their skills, even if they're not directly sales-related.

4. Create a Positive and Inclusive Culture 🌈

Why it matters: A supportive environment where everyone feels valued leads to higher job satisfaction and performance.

How to do it

• Diverse teams: Embrace diversity in hiring to bring varied perspectives.
  

• Inclusive activities: Organize events that cater to different interests, ensuring everyone feels included.
  

• Feedback loops: Regularly solicit and act on feedback to show that every voice matters.

5. Set Meaningful and Achievable Goals 🎯

Why it matters: Clear objectives give reps direction and a sense of purpose.

How to do it

• Collaborative goal setting: Involve reps in setting their targets to ensure buy-in and commitment.
  

• SMART goals: Ensure goals are Specific, Measurable, Achievable, Relevant, and Time-bound.
  

• Regular check ins: Hold consistent meetings to discuss progress and adjust goals as needed.

Explore. Engage. Evolve.

🎥 Must-Watch Video: STAY THE COURSE | Powerful Leadership & Sales Motivation

This video hits on the truth about what really keeps a sales team motivated. Sure commissions can attract the right talent but it’s the culture you create that keeps them grinding long term as we discussed

It dives deep into the mix of intrinsic and extrinsic motivators and explains why a strong culture is what sustains a motivated sales team. If you’re looking to build an environment where your team thrives beyond the paycheck this video’s got the insights.

📚 Book of the Week: Get It Done: Surprising Lessons from the Science of Motivation by Ayelet Fishbach

If you're into understanding what really makes people tick this book’s a solid read. Ayelet Fishbach breaks down the science behind motivation sharing practical strategies to help you set and crush your goals. She digs into why we get distracted and how to keep momentum going even when the hype dies down.

It’s a great resource if you're looking to stay focused, make progress and take action on what matters most.

Bonus Sales Tactics 🤑

• Win stories over win rates – Don’t just focus on the deals closed. Celebrate the effort too. Share success stories no matter how big or small. Recognizing the hustle keeps morale high and a culture of recognition keeps your team motivated way more than just the commission
  

• Gamify the grind – Turn your sales goals into fun challenges. Think leaderboards, friendly competition and rewards that get people excited. When selling feels like a game the energy goes through the roof and performance follows suit. Who doesn’t want a little bragging rights?
  

• Purpose over paychecks – Tie your sales targets to something bigger than just the cash. When reps know their work is making an impact on the customer and the company they’re not just selling for a paycheck — they’re selling with purpose. And a team that believes in what they’re selling? They close more deals hands down.

Commissions are important but they’re just part of the equation. When you focus on building a culture that celebrates wins, encourages collaboration, supports growth, embraces inclusivity and sets clear goals your sales team will stay motivated and perform at their best.

At the end of the day it’s the culture that transforms a bunch of individuals into a real winning team. Keep that hype going strong! 💪

Thanks for reading, see you again next week at 8 am MST!

- Tom Slocum ✌️

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