(Spring Into Action Series – Part 4)
Let’s be honest—some days your inside sales team feels less like a high-performance machine and more like… a creaky old trampoline.
It’s not broken.
It still works.
But the bounce?
Kinda gone.
You’re showing up.
They’re showing up.
And yet—everything feels a little meh.
Here’s the good news: even a rusty spring can bounce back. You don’t need to overhaul your whole leadership approach. You just need a little oil in the right places.
What Stale Energy Actually Looks Like
This isn’t about dramatic dysfunction. It’s the slow stuff:
- People stop bringing new ideas.
- Pipeline reviews feel like reading a phone book.
- Coaching sessions turn into reschedules or polite updates.
It’s not apathy—it’s autopilot.
And autopilot is dangerous when you’re supposed to be navigating.
Why This Happens (Even on Great Teams)
Inside sales runs fast. When things are “fine,” it’s easy to let the team rhythm get a little too… rhythmic.
Your reps aren’t unmotivated. They’re uninspired.
Your team doesn’t need a pep talk. They need a spark.
That doesn’t mean you start tossing pizza parties (ok maybe) or inspirational posters (please no).
It means you reignite curiosity, creativity, and connection.
3 Ways to Oil the Spring (Without Forcing the Bounce)
Here’s how to bring back some snap without overhauling the whole engine:
1. Inject Curiosity with a “Teach Back” Moment
Ask a rep to lead a 10-minute mini-training at your next meeting.
Let them choose the topic. Give them the mic. You’ll see what they think is worth learning—and they’ll get a shot at ownership.
2. Reboot One Ritual
Take one routine (pipeline meeting, 1:1s, daily huddle) and give it a twist.
Ideas:
- Add a weekly “What surprised you this week?” round.
- Start 1:1s with “What’s one skill you wish you were using more?”
- Bring in a customer win audio clip instead of just reading CRM notes.
3. Call Out Growth, Not Just Grind
Instead of shouting out “great results,” spotlight someone who:
- Took a risk
- Asked for help
- Helped someone else win
Reps don’t get stale because they’re lazy. They get stale because they don’t see a reason to bring more of themselves to the table.
Spring Into Action Challenge #4:
Pick one rep and ask them to take the lead on something next week. A meeting segment. A training recap. Even leading the fun question of the day.
Then step way back and let them shine—even if it’s messy.
You’re not just fixing the bounce—you’re reminding them how it feels to move with purpose.