Amy Volas Motivating Sales Team

Published on December 12, 2023 by Sawyer Middeleer

Amy Volas Motivating Sales Team

Effective sales leadership is often the defining factor between teams that consistently meet quotas and those that struggle to gain traction. One such influential sales leader, Amy Volas, has been notably successful in motivating sales teams and driving remarkable performance.

In this 800-word exploration, we’ll decode the strategies Volas employs to inject energy and focus into her sales teams, emphasizing methods any sales manager can adopt to inspire and motivate their reps.

Understanding What Drives Sales Teams

Motivating a salesforce goes beyond implementable strategies; it’s understanding what inherently drives each team member. Recognizing individual triggers for motivation is crucial. Volas underscores that personalization is key — one size seldom fits all when it comes to motivation.

Diving into Volas' Sales Motivation Tenets

There are several core tenets to Volas’ sales motivation methods. These provide a clear roadmap for sales managers seeking to revamp their approach to team motivation.

Authentic and Transparent Leadership

Volas believes in the power of authentic leadership. Being genuine in interactions with the team builds trust — a cornerstone for motivation. Leaders need to have their team’s back and commit to transparency, even when the news isn’t good. This honesty fosters loyalty and prompts teams to pull together in the face of challenges.

Clear Goal Setting and Tracking

Another of Volas' guiding principles is to set clear, attainable goals. Each team member should have their targets aligned with the overarching objectives of the company but tailored to their capacity and growth potential. Additionally, tracking progress and providing feedback is vital. Real-time updates and open communication about performance enable sales reps to adjust their strategies promptly.

Empathy and Understanding

Empathy in leadership, a trait Volas heavily emphasizes, allows managers to connect with the team on a deeper level. Understanding team members’ personal and professional aspirations can unveil specific motivators. Leaders should demonstrate care, not only about the numbers but also about individual well-being and professional development.

Tailored Incentives

While common incentives include bonuses, commissions, and public recognition, Volas advises delving deeper. What truly resonates with each individual? For some, it may be professional development opportunities or flexible work arrangements. Her approach advocates for a mix of standard and personalized incentives that directly speak to what each team member values most.

Regular Coaching and Development

Continuous improvement is at the forefront of Volas’ strategy. She champions regular one-on-ones and coaching sessions to hone skills and address obstacles. This dedication to professional development not only improves team capability but also demonstrates an investment in each individual’s career, which is a powerful motivator.

Creating a Culture of Success

Volas seeks to create a culture where success is celebrated and learned from, and failures are treated as valuable lessons. Incentivizing hitting milestones or closing deals nurtures a sense of accomplishment. Such a culture offers positive reinforcement and cultivates a winning mentality within the team.

The Role of Passion

Passion is infectious, and leaders who are passionate about their product, mission, and team can ignite the same feelings in their reps. Volas’ method involves displaying genuine enthusiasm and belief in what the team is selling. She advises leaders to demonstrate how each role contributes to the company’s mission, imbuing daily tasks with purpose.

Adapting to Change

Volas also regards adaptability as a key cog in the motivation machine. Sales landscapes change rapidly; being able to pivot and innovate can keep a team feeling dynamic and excited about what's ahead. Encouraging creative thinking and problem-solving maintains engagement and prevents stagnation.

Implementing Volas' Approach

Adopting these principles involves several practical steps:

  1. Individualize Your Approach: Understand what makes each of your team members tick and tailor your motivational strategies accordingly.
  2. Build Trust: Lead with authenticity and transparency to create a foundation of trust.
  3. Set the Vision: Clearly communicate goals and show how each team member’s efforts contribute to the bigger picture.
  4. Stay Present: Regularly engage with the team through meetings, check-ins, and provide consistent feedback.
  5. Celebrate and Learn: Create a culture of success through recognition but also emphasize growth through failure.
  6. Focus on Development: Invest in your team’s professional growth with ongoing coaching.
  7. Demonstrate Passion: Lead by example, showing enthusiasm and a strong belief in your company’s mission and products.

Measuring the Impact

Measuring the impact of motivation is just as important as the strategies themselves. Monitor changes in sales performance, team morale, and individual engagement levels. Regular team surveys and one-on-ones can also provide valuable feedback on what's working and what isn't.


Amy Volas' methodology of motivating sales teams touches on the crucial elements of authentic leadership, personalized motivation approaches, culture building, and adaptability. By deeply understanding and genuinely engaging with their team, sales managers can drive performance beyond just hitting numbers. It's about fostering a motivated, loyal, and high-performing sales team ready to conquer challenges and exceed expectations.

Employing these strategies can transform the dynamics of your sales team. As Volas often reiterates, motivated sellers are the lifeblood of any thriving sales organization. Engendering a culture that values each individual's growth and contribution can create a positive ripple effect that propels the entire company forward.

Take your workflow to the next level