Your Team Isn’t Underperforming—They’re Under-Inspired. Here’s How to Change That Today.

As a leader, it’s easy to feel frustrated when your team isn’t hitting their numbers. You may find yourself thinking, If only I had a more driven team… if only they were naturally inspired. But here’s the hard truth: inspiration doesn’t just happen—it’s cultivated.

When a team lacks energy and drive, it’s not a talent problem. It’s a leadership problem. Your team takes cues from you. If you want them to show up excited, engaged, and ready to perform, you have to lead them there.

How to Inspire Your Sales Team Beyond the Metrics

Numbers and quotas are important, but people don’t wake up every morning motivated by spreadsheets. People are moved by connection, possibility, and belief. That’s where inspiration comes in. Here’s how I do it:

1. Bring in Outside Voices to Spark New Thinking

Sales professionals can get caught in their own industry bubble. They hear the same advice, the same scripts, and the same motivational speeches. But when they hear from someone outside their world—someone with a completely different journey—their perspective shifts.

I love bringing in guest speakers from entirely different industries. I once invited a former pro basketball player who shared his journey from college ball at MSU to the pros. His lessons about discipline, failure, and resilience resonated deeply with my team. They saw themselves in his story, and their energy completely shifted. Sales increased after this event—not because I pushed harder, but because I gave them a fresh perspective.

2. Recognize Success Instead of Fixating on What’s Missing

Sales leadership often focuses on what isn’t happening—missed quotas, deals that fell through, areas for improvement. But constant critique doesn’t inspire performance. Recognition does.

I make it a priority to acknowledge my team’s wins, no matter how small. Why? Because people repeat behaviors that get recognized. When they feel seen for what’s working, they naturally want to do more of it.

3. Create Events That Inspire Connection, Not Just Sales

Instead of forcing cold calls or stiff networking events, I encourage my team to create experiences that bring people together. We’ve hosted lunch-and-learns with new restaurant owners, wellness talks with local experts, and even private events where salespeople invite their top referral sources.

These gatherings aren’t about hard selling. They’re about building relationships in an authentic way. When people feel connected, business flows naturally.

The Leadership Shift: From Managing to Inspiring

Your team doesn’t need more pressure—they need more belief. When they’re inspired, they sell with confidence, build stronger relationships, and go after bigger opportunities. But that belief starts with you.

So before you ask why your team isn’t performing, ask yourself: Am I inspiring them to perform?

Want to learn more about how to create a high-performing, inspired team? Let’s talk.