How do you motivate your sales team in Q4 while also helping them avoid burnout?

I am about to launch a book I have written on this very topic in the coming months. In summary, I always coach my sales managers and sales org to be very intentional with their time and push back on the "urgent but not important" requests they inevitably receive internally in Q4 in particular. Sales managers have a really important role here to protect selling time for their teams. I also map out the best possible outcome for the entire org and then break down what a contribution looks like from each seller to achieve this. This empowers every seller and manager to see what they can do to make a difference and also creates a healthy competitive spirit in the organisation. One of the biggest challenges sellers face is actually their own self limiting beliefs e.g. "I can't do this because..". I coach them to adopt a limitless mindset and to not be limited by their own past experience. I also highlight the importance of protecting time to recover and regenerate energy in their personal time to avoid burnout.

Our business is cyclical and while we’ve met quota -pipeline generation never stops. We do use this time to focus on personal and professional development. We have off sites planned and talk about personal not just professional goals. We want to ensure our employees have opportunity to be their best selves.