22 Dec 2016
Ad Agency Denver

Three Ways You Can Motivate Your Non-Sales Staff to Sell for Your Business

Marketing companies often work with sales staff to help them create more opportunities to sell their products and their brand to their target audiences. If your small business is large enough to need a sales staff, they of course need to be educated in the finer points of your brand and what it offers to customers to make sales. But your sales staff isn’t the only part of your business that needs to know how to sell your services and products. If your employees are in contact with customers frequently, they should know at least the basics of making sales, so that they can contribute to your sales revenue and keep your brand positive and top-of-mind.

Here are three ways you can motivate your non-sales staff to help you sell your products and your brand:

  1. Selling is everyone’s job. Usually, advertising companies will work with sales staff and company leaders to help them develop marketing strategies and a brand that they can sell to their target audience. Employees can sometimes fail to see the link between their role in the company and sales. It’s up to you to help them make this connection. Explain that more sales create more security and benefits for everyone. If you can create a sense of shared responsibility for bringing in business for the company and the benefit of everyone who works there, you’ll get everyone at your company, not just your sales staff (who are already motivated to sell), involved in selling your products, services, and brand.
  2. Train your team to spot sales opportunities. Many non-sales staff workers are nervous about trying to make a sale because they don’t know how to spot appropriate sales opportunities. Situations can vary greatly for making sales from business to business, of course, but by teaching your non-sales staff a few of the basic principles of making sales, such as identifying which situations they are best primed to solve for a prospect and how to determine a potential customer’s urgency, need, and budget in a sales situation, you’ll see sales revenues improve. Develop an easy system for your non-sales staff to hand off potential sales leads they have started.
  3. Make sure everyone knows the elevator pitch. The elevator pitch is the seed of a business’ brand and company mission. They work from this to develop their marketing strategies and find their target audiences. The elevator pitch is the succinct expression of what your company does and why. Don’t leave your non-sales staff to try and think of this on their own. Preach your elevator speech to everyone in your company for a clear and consistent message.

You can help your own sales numbers by getting everyone involved in the sales process. A little bit of effort to sell the company, the brand, and your products and services from everyone, including non-sales staff, will boost your bottom line continuously.


Adam is a graduate of Colorado State University (bachelor’s degree in marketing), and he has experience on both the client and agency side of the marketing world. These experiences led him to come up with a unique, more efficient business model, which he’s incorporated into Encite Marketing. Adam sets the strategic direction for all Encite projects, developing integrated marketing campaigns that bring results. He takes a consultative approach with clients, educating them about how the process works, and keeping them in the loop about end goals, steps, and tasks.