Bring your car sales motivation strategies to the next level by focusing on deeper emotional triggers for your staff 


Most dealerships reward good performance with one thing: money. If a salesperson sells X amount of cars, he will receive X amount of dollars. But money isn’t the only motivator. If you want bigger and better results, dig deep and think about what drives people to do well.

You have to come up with an incentive plan that’s creative, emotionally engaging, and fun. You need to bring car sales motivation to a different level.

Uncanny methods for car sales motivation

1. Reward your team for rejections


You read that correctly: reward them for not making a sale.

Why? Well, you want to make sure they’re comfortable on the sales floor, and also that they take the opportunity to get in front of as many customers as possible.

We all know that sales is a numbers game. The more prospects salespeople talk to, the more likely they will close a deal. The big problem is the fear of rejection. No one likes to be told, “No.”

Rewarding your staff for rejections accomplishes two goals:

  1. They will have good incentive to overcome rejection.
  2. They will get in front of more customers, leading to more sales.

2. Use the power of recognition


Recognition for a job well done is a huge ego boost. It gives salespeople inner confidence and positive feelings about their accomplishments. Instead of a pat on the back or a congratulatory email, show your best performing staff members how valuable they are. Give them the praise they deserve and have fun with it!

Here are a few ideas:

  • Promote their accomplishments over social media channels.
  • Award a symbol of achievement, such as crowns, trophies, medals, etc.
  • Treat them to a special dinner or lunch with the GM or owner.

3. Buy desired items for the office

When your sales team meets or exceeds a year-end sales goal, reward them with something they love to have in the office. People want to work in an environment that is fun and inviting, and it is even better to customize what items come into the workplace. If one salesperson performs extraordinarily well, you can have his name engraved on the new office equipment as his crowning achievement.

Here are a few cool items sales teams love:

  • Ping pong table
  • Segway machines
  • Sports memorabilia
  • New desk chairs
  • Customized pens and pencils

4. Offer big prizes for whole family 


One of the biggest motivators is to provide for a salesperson and his family. Can a bigger paycheck accomplish that goal? Absolutely. But as a parent or spouse, bringing home a big prize has more meaning than a slip of paper with a number on it. Focus on rewarding your salespeople with something they can take home and be proud of.

  • Tickets to a local beer or wine festival
  • Great seats at a hometown sports game
  • A concert with well-known musicians
  • A three-day family pass to Six Flags or local theme park

Car sales motivation comes from inside, so focus on what matters!

If you want to get your team motivated, come up with awards that are different than anything you’ve done before. Focus on appealing to major emotional motivators, such as recognition and providing for a family. If you can bring your car sales motivation methods to a more engaging level, your sales team will be more likely to compete and push themselves.

What are the sales motivators that work for your team? Share your story and tell us how you came up with the idea!

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