How will you keep your sales force motivated?

What is motivation?

Motivation is the inner force that guides behaviour and is concerned with the causation of specific actions.
It consists of three elements need, drive & goal.

Motivation should be understood at two levels:

What motivates salespeople How salespeople choose their action

(the reasons behind the need (the goal or decision to engage in
and drive of mental and specific actions in specific
physical effort expended) circumstances)
 What motivates salespeople ?
 Maslow’s hierarchy of needs theory
 Two factor theory
 ERG theory
 How salespeople choose their action ?
 Goal Setting Theory
 Reinforcement Theory
 Attribution Theory
 Expectancy Theory
 Need for status
 Need for respect
 Need for routine
 Need for accomplishment
 Need for stimulation
 Need for honesty
Motivational tools
Should generate extra effort that will help the company to achieve
its objectives , and must increase job satisfaction among
salespeople.
 Sales meetings
 Incentive programs
 Recognition programs