Motivating Sales Personnel

TC/IS/2011/MS/144Sales Management & DistributionMMT:3083Department of Business & Management StudiesFaculty of Communication & Business StudiesTrincomalee CampusEastern University of Sri Lanka

YOU CAN

Yes

What is Motivation

Motivation Is A Goal Direction Behavior Underlining Which Are Certain Needs Or Desires.

Sales Personnel Motivation

As applied to sales personnel , motivation is the amount of effort the salesperson desire to expand on the activities associated with the sales job.

Why Sales Personnel Require Additional Motivation

Inherent Nature Of The Sales Job Tendency Toward Apathy Salesperson’s Boundary Position And Role Conflict Maintaining A Feeling Of Group Identity

Inherent Nature Of The Sales Job

Salespeople to miss many attractive parts

of family life.

Salespeople interact with many Pleasant

and Unpleasant customers.

Tendency Toward Apathy

2010

2015

Same

customer

Same

Territory

Same

customer

Same

Territory

Salesperson’s Boundary Position And Role Conflict

Sales Person

Customer Sales Management

Company order

fulfillment

Competitors sales person

Conflict

Conflict

Conflict

Conflict

Maintaining A Feeling Of Group Identity

• Improving group performance

• Maintaining Group spirit

Need Gratification and Motivation

Sales personnel individual behave depend upon the nature of their fulfilled and unfulfilled needs.

They try to fulfill difference set of need difference way.

Because of that, we also use different motivation pattern to motivate them.

cont.…………..

Need Gratification and Motivation

Hierarchy of NeedMotivation Hygiene theoryAchievement-Motivation TheoryExpectation ModelInequity Theory

-Maslow’s Hierarchy of Need-

Physiological Needs Safety Needs

Social Needs Esteem Needs

Self Actualization Needs

-Herzberg Motivation Hygiene theory-Motivation

FactorsHygiene Factor

Responsibility SupervisorAchievement Company policyWork Itself SalaryRecognition Work ConditionAdvancement SubordinatesGrowth Potential Job SecuritySatisfaction

(not dissatisfy)

Dissatisfaction(not satisfy)

Neutral Point

-Achievement-Motivation Theory-

A person spend considerable time thinking about doing his or her

job better ,accomplishing some thing unusual and important ,or

advancing his or her career ,that individual has a high need for

achievement.

Those who have high need for achievement

Take personal responsibility for find solution.

Tend to set attainable achievement goal.

Want feedback how they are doing.

-Vroom’s Expectation Model-

IndividualNeed

(goals)

IndividualBehavior(Effort)

OrganizationalReward/

Punishment

IndividualPerformance

Perceived effort –performance

relationship

Perceived performance

–Reward/Punishment relationship

RECYCLING

-Adam’s Inequity Theory-For a sales person ,inequity can be felt in the following area-:

Monetary RewardsWork LoadPromotionDegree of RecognitionSupervisory behaviorTargetsTasks

Individual meeting with supervisor

Regular accompaniment

Merit promotion rather than "dead man shoes"

participation in setting sales target

Sales force meeting

Sales contest

Bigger car for higher sales turn over

Fear for unemploynent

0 5 10 15 20 25 30 35 40

Column1 Series 1

-Motivating Factor for sales People

Interdependence and Motivation Sales Executive

Sales Person

Order 1

2

1. .A sales person wholly depend on superior

2.The sales person and superior are fully interdependent.(equal depend both way)

-Motivation and Leadership-

Effective sales executives are leaders rather than drivers.

-Motivation and Communication-