Professional Documents
Culture Documents
Presented By :
Parul Verma
What is Motivation??
Motivation
MotivationTools
Tools
Self-
Self- Quotas
Quotas Incentive
Incentive Recognition
Recognition
management
management programs
programs programs
programs
Reasons for Motivating Salespeople
Frequent rejection
Physical separation from company
support
Direct influence on quality of sales
presentation
Indirect influence on performance
apter 10: Motivating the Sales Force
Understanding motivation
Number Percent
847 86%
341 74%
757 54%
431 51%
828 37%
458 37%
INDIVIDUAL NEEDS
Maslow’s Related
Hierarchy Sales Force
of Needs Motivators
Self- Challenging tasks
actualization calling for creativity
The Ego-driven
The Achiever
The Service-oriented
Conflict
Typical Sales Job Activities
Source: Adapted from William C. Moncrief, “Selling Activity and Sales Position Taxonomies
for Industrial Sales Force,” Journal of Marketing Research, August, 1996), pp. 266-67.
Typical Sales Job Activities
Job Dimension Activities
Source: Adapted from William C. Moncrief, “Selling Activity and Sales Position
Taxonomies for Industrial Sales Force,” Journal of Marketing Research, August,
1996), pp. 266-67.
Motivation
Career Stages
Does everyone go through these stages?
What can be done to address the concerns of management at each
stage?
How can sales managers address the management concerns at each
stage?
Career Stages
Age Range
Proportion of 20 30 40 50 60 65
Career Concerns Sales Force
Exploration 14%
Establishment 29%
Maintenance 42%
Disengagement 15%
Sales 60%
volume 55%
quota
Large firms’
Bar
Sales2 >$40M
Profit- 32%
based 14% Small firms’
quotas Bar
Sales1 < $40M
28%
Activity
quota
14%
Goals -- Rules
Timing -- Awards
Participants -- Publicity
Theme -- Cost
Percentage of
Type of Award Firms Using
Cash 59
Selected Merchandise 46
Merchandise Catalog 25
Travel 22
Giving Status to
Salespeople
1. Compensation -- exceed first-line managers
2. Job Title -- no cost but considerable payback
3. Company Car Upgrade -- salespeople spend
much time in car - reminds them of their value.
4. Car Phone -- justified on a purely business basis
5. Field Sales Council -- meet president for 1/2 day open-
ended discussion on field marketing conditions - report
back to field meetings the results
6.Outside Secretarial Support -- or more exclusive central.
7. Published Success Stories -- high form of recognition
8. Task Force Assignments -- e.g., review of all paperwork.