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Sales Force Motivation Role Scope and Methods

Motivation is the driving force that causes salespeople to work towards achieving their goals and fulfilling needs and expectations. There are intrinsic motivations like a sense of achievement and extrinsic motivations like monetary rewards. Motivation can be increased through financial incentives like commissions and bonuses or non-financial rewards like recognition and promotions. Several theories help explain motivation, like needing to fulfill physiological, safety, social and esteem needs (need hierarchy theory), being motivated by factors like achievement or responsibility versus just salary (Herzberg's two-factor theory), or wanting to satisfy existence, relatedness and growth needs in a hierarchical order (ERG theory). Goal setting theory also suggests people work harder to achieve specific, challenging yet attainable goals.

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Bhuwan Gupta
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36 views

Sales Force Motivation Role Scope and Methods

Motivation is the driving force that causes salespeople to work towards achieving their goals and fulfilling needs and expectations. There are intrinsic motivations like a sense of achievement and extrinsic motivations like monetary rewards. Motivation can be increased through financial incentives like commissions and bonuses or non-financial rewards like recognition and promotions. Several theories help explain motivation, like needing to fulfill physiological, safety, social and esteem needs (need hierarchy theory), being motivated by factors like achievement or responsibility versus just salary (Herzberg's two-factor theory), or wanting to satisfy existence, relatedness and growth needs in a hierarchical order (ERG theory). Goal setting theory also suggests people work harder to achieve specific, challenging yet attainable goals.

Uploaded by

Bhuwan Gupta
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Motivation

What is Motivation?
Motivation is some driving force within
individuals by which they attempt to
achieve some goal in order to fulfill some
need or expectation.

What is Sales Force Motivation?


Motivation is the effort salespeople want to
make to complete various aspects of their
jobs.
In term of sales force:
• Motivation is the inner feeling to work better
to achieve best result
• It is desire to do better than the best.
Performance = Ability x Motivation
Types of Motivation
• Extrinsic motivation (related to tangible
rewards such as money )
• Intrinsic motivation (related to psychological
rewards such as the sense of challenge and
achievement).
Process of Motivation
1
* Identifies needs

2
6
Searches for ways to
Reassesses needs satisfy needs
deficiencies

5
!
Engages in goal-
Receives either rewards directed behaviour
or punishments

4
Performs
MOTIVATIONAL EFFORT

INTENSITY

CHOICE OF
ACTIONS
II f OUTCOME

PERSISTENCE
IMPORTANCE OF MOTIVATION

o Unique nature of the sales job


□ Changes in market
Environment
□ Individuality of Sales
people o Diversity in Company
Goals
FINANCIAL REWARDS
Basic Compensation plan o
Salary Q Commissions Bonus
payments Sales Contests
Merchandise & travel Through
Cyberspace Incentives
NON FINANCIAL REWARDS
o Recognition awards; such as trophies, Certificates

o Promotions

o Praise and encouragement from management Q Job

enrichment Q Sales meetings and conventions


Motivation of Sales People
There is mainly four ways to sales people:
motivate
Need Hierarchy Theory Hertzberg’s Two
Factor Theory D ERG Theory Goal Setting
Theory
CONT.
> Physiological: Food, home & shelter.
> Safety & Security: Job security,
Fringe Benefits
> Social: Liking & Respect from Boss /
Peers / Customers
> Self Esteem: Job title, responsibility,
recognition and promotion
> Self Actualization: Challenging job,
Creativity and achievement in work
HERZBERG TWO FACTOR THEORY
/giene Factors Motivational Factors

0 Corporate policy & 0 Achievement


Administration 0 Recognition
0 Relationship with D Work
supervisor & peers 0 Responsibility
0 Work conditions 0 Advancement
0 Salary 0 Growth
0 Personal life
0 Status
0 Security
0 Supervision
ERG THEORY
Existence (E), Relatedness (R) and Growth (G) needs
are structured in a hierarchical order. The theory
postulates that:

a) The lower the level of satisfaction in a need the more it


will be desired;
b) The higher the satisfaction in a lower level need, the
greater the desire to satisfy a higher level need; and
c) The lower the satisfaction in a higher level need the
greater the desire for satisfying lower level needs.
GOAL SETTING THEORY

People have needs / aspirations, they set


goals, go about getting these goals.
Higher goals - higher outputs.
Set goals for salespeople:
■ Plan activities better,
■ Learns to prioritize manage time.
Goal should be clear & not too difficult to
achieve.
Factors Influencing The
Motivation Of The Sales Person
Exploration Establishment Maintenance Disengagement
Growth in Career

Age
1. Exploration: This is the stage where the new recruits are in the
stage of exploration & are unsure about whether selling is the
career that best suits them.

2. Establishment: In this stage the sales person have settled in an


occupation & wish to develop that occupation into a
successful career.

3. Maintenance: In this stage salesperson concern is retaining the


present position, status & performance level with in the sales
force.

4. Disengagement: At last stage the salespeople prepare for


retirement & loss self identity may separation from one’s
sales job.

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