What is motivation? The desire to expend effort to fulfill a need A driving force that impels you to...
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What is motivation?What is motivation?
The desire to expend effort to fulfill a needA driving force that impels you to action
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Why do people feel Why do people feel “motivated?”“motivated?”
They are seeking to fulfill some physiological (biogenic) or psychological need (psychogenic) need.
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Why do sales people need Why do sales people need motivating?motivating?
The job involves a lot of rejection.The job is largely unsupervised.The rep is physically detached from other
employees and the company.Performance and reward are closely
entwined for most sales jobs.
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Necessary Conditions for Necessary Conditions for MotivationMotivation
You must believe there is a strong link between effort and performance.
You must believe there is a strong link between performance and reward.
You must feel the rewards are desirable.
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Necessary Links in MotivationNecessary Links in Motivation
You must believe more effort will lead to better performance.
“If I study longer for this test, I will make a better grade.”
You must believe that increased performance will lead to better rewards.
Across-the-board vs. merit raise
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Are the rewards worth the Are the rewards worth the effort?effort?
Hygiene Factors – conditions of the work environment (not the job itself)
Up-to-date equipment; adequate supplies, friendly co-workers
Hygiene factors can lead to less dissatisfaction, but can NOT motivate.
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Motivation FactorsMotivation Factors
Inherent parts of the job itselfChallenging or interesting tasks, level of
responsibility and authority, opportunity for promotion or recognition
These types of factors directly affect how motivated a person feels.
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How can pay be both a hygiene How can pay be both a hygiene and motivating factor?and motivating factor?
The overall level of pay (pay scales and salary ranges) is a characteristic of the company and the job.
The specific level of one’s pay and how often it’s changed reflect the nature of the job itself and your performance.
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Types of MotivatorsTypes of Motivators
Financially-Based RewardsSalary, commissions, bonuses, fringe
benefit payments, sales contestsNonfinancial RewardsRecognitions (trophies, certificates), praise,
job enrichment, promotion opportunities, advancements
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Problems with Sales ContestsProblems with Sales Contests
Work only for the short run – sales decline or return to normal after the contest period.
May lead to unethical or manipulative behavior – high pressure selling, pre- or post-dating of orders
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Designing Recognition Designing Recognition ProgramsPrograms
Top management should be involved in designing and giving the awards.
If too many people receive the awards, they lose their value. (About ½ the group should be recognized.)
The awards should be well-publicized and publicly presented.
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Other MotivatorsOther Motivators
Sales MeetingsConventionsTraining ProgramsMentoringQuotasTerritory BudgetsPerformance Evaluations
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What is “plateauing?”What is “plateauing?”
Salesperson has stopped improving; seems to have lost drive and interest
Caused by: lack of upward mobility, satisfaction with pay, perceptions of unfair treatment, burnout (mentally and physically drained)
Solutions: set clear performance standards, assign a new project, switch accounts