Amity Business School

Amity Business School

MBA Class of 2011, Semester IV
Motivation of Sales Force
Prof. P K Bansal
 Amity Business School

What is Motivation??

• Drive to initiate an action.

• The intensity of effort in an action

• The persistence of effort over time.

 Amity Business School

Reasons for Motivating Salespeople

• Frequent rejection
• Physical separation from company
support
• Direct influence on quality of sales
presentation
• Indirect influence on performance
 Amity Business School

Maslow’s Hierarchy of Needs

Intense job challenge, full potential, full

Self-Actualization expression, creative expansion.

Achievement, respect, recognition,

Self-Esteem responsibility, prestige, independence, attention,
importance, appreciation.
Belonging, acceptance, love, affection, family
Love-Belonging and group acceptance, friendships.

Security, stability, dependency, protection, need

Safety-Security for structure, order, law, tenure, pension,
insurance.

Physiological Hunger, thirst, reproduction, shelter, clothing,

air, rest.
 Amity Business School

Maslow’s Needs & Related Sales Force

Motivators

Maslow’s Related
Hierarchy Sales Force
of Needs Motivators
• Self-actualization Challenging tasks
calling for creativity
• Esteem Recognition programs
• Belonging President’s Club
• Safety & security Job security & fringes
• Physiological Cash wages & bonuses
 Amity Business School

Low High
Satisfaction Satisfaction
40 30 20 10 0 10 20 30 40
Motivators
Achievement
Recognition
Work Itself
Responsibility
Advancement
Hygienes
Policies
Tech. Supervision Comparison of
Salary Motivators and
Interpersonal Relations Hygiene Factors
Working Conditions (%Frequency)
 Amity Business School

Giving Status to Salespeople

1. Compensation -- exceed for 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. Field Sales Council -- meet president for 1/2 day
open-ended discussion on field marketing
conditions - report back to field meetings the
results
5. Published Success Stories -- high form of
recognition
 Amity Business School

Sales Force Needs Company Actions to Fill Needs

Status Change title from “salesperson” to “area manager.”

Buy salespeople more luxurious cars to drive.

Control Allow salespeople to help plan sales quotas and

sequences of calls.

Respect Invite salespeople to gatherings of top executives.

Put pictures of top salespeople in company ads and
newsletters.

Accomplishment Set reasonable goals for the number of calls and sales.

Stimulation Run short-term sales contests.

Schedule sales meetings in exotic locations.

Honesty Deliver promptly all rewards and benefits promised.

Sales Force Needs and Ways to Fill Them