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What is Motivation??
Drive to initiate an action. The intensity of effort in an
action
The persistence of effort over time.
Motivation Tools
Selfmanagement Quotas Incentive programs Recognition programs
Frequent rejection
Physical separation from company support Direct influence on quality of sales presentation
Company Actions to Fill Needs Change title from salesperson to area manager. Buy salespeople more luxurious cars to drive. Allow salespeople to help plan sales quotas and sequences of calls.
Control
Respect
Invite salespeople to gatherings of top executives. Put pictures of top salespeople in company ads and newsletters.
Assign each salesperson a core of loyal customers that are called on regularly.
Routine
Company Actions to Fill Needs Set reasonable goals for the number of calls and sales. Run short-term sales contests. Schedule sales meetings in exotic locations. Deliver promptly all rewards and benefits promised.
Honesty
Self-Actualization
Intense job challenge, full potential, full expression, creative expansion. Achievement, respect, recognition, responsibility, prestige, independence, attention, importance, appreciation. Belonging, acceptance, love, affection, family and group acceptance, friendships. Security, stability, dependency, protection, need for structure, order, law, tenure, pension, insurance. Hunger, thirst, reproduction, shelter, clothing, air, rest.
Motivation and Personality, Abraham Maslow, 1970
Self-Esteem
Love-Belonging Safety-Security
Physiological
YOUR SCORE
To determine results: the statements are divided into five categories intended to represent the five levels in Maslows Hierarchy of Needs. The second digit in each statement number indicates the category. These categories are: 1-Physiological, 2-Safety-Security, 3-Love-Belonging, 4-Self-Esteem, 5-Self-Actualization.
INDIVIDUAL NEEDS
Maslows Hierarchy of Needs SelfRelated Sales Force Motivators Challenging tasks
actualization
Esteem Belonging Safety & security Physiological
Safety
Physiological
Affiliation (belonging)
The Competitor
This person not only wants to win, but derives satisfaction from beating specific rivals -- another company or even colleagues. They tend to verbalize what they are going to do, and then do it. The Ego-driven They are not interested in beating specific opponents, they just want to win. They like to be considered experts, but are prone to feeling slighted, change jobs frequently, and often take things too personally.
The Achiever
This type of person is almost completely selfmotivated. They usually set high goals and as soon as they hit one goal, they move the bar higher. They like accomplishment, regardless of who receives the credit. The Service-oriented Their strengths lie in building and cultivating relationships. Winning is not everything to this person, but they do respond to feelings of gratitude and friendship from other people.
Role Perceptions
Sales is a boundary spanning position you must be responsive to expectations of multiple people.
Company
Sales Manager
Customers
Family
Role Perceptions
Typical Sales Job Activities Where is their potential for the following: Ambiguity Lack of Accuracy Conflict
Activities
Plan Activities Develop leads Prospecting Identify DecisionMakers Write orders Find last orders Expedite orders Handle back orders Prepare Presentations Make Presentations Overcome Objections Introduce New Products
PRODUCT SERVICING
Learn about Train customers product Test equipment Supervise repairs Supervise Perform maintenance installation Receive feedback Provide feedback Provide technical information
MANAGING INFORMATION
Source: Adapted from William C. Moncrief, Selling Activity and Sales Position Taxonomies for Industrial Sales Force, Journal of Marketing Research, August, 1996), pp. 266-67.
Activities
Stock shelves Set up displays Count inventory Promote local advertising
ATTENDING CONFERENCES
TRAINING/RECRUITING
Recruit new reps Train new reps Travel with trainees Parties Drinks Out-of-Town Dinner Lunch In-Town
ENTERTAINING
TRAVELING DISTRIBUTION
Source: Adapted from William C. Moncrief, Selling Activity and Sales Position Taxonomies for Industrial Sales Force, Journal of Marketing Research, August, 1996), pp. 266-67.
Motivation
Career Stages
Does everyone go through these
stages?
What can be done to address the
Career Stages
Maintenance Disengagement Holding on to Completing what has been ones achieved; career. reassessing career, with possible redirection.
Learning the Using skills to Developing Establishing a skills required produce results. broader view of stronger selfto do Adjusting to work and identity the job well. working with organization. outside Becoming a greater Maintaining a high of work. contributing autonomy. performance Maintaining an member of level. acceptable an organization. performance level.
Career Stages
Maintenance Maintaining motivation, though possible rewards have changed. Facing concerns about aging. Reduced competitiveness Security Helping younger colleagues
Psychological Needs
Age Range
Proportion of Career Concerns Sales Force Exploration
14%
20 30 40 50 60 65
Establishment
Maintenance Disengagement
29%
42%
15%
Bar 2 Bar 1
Activity quota
14% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
Incentive Programs
What is difference from regular compensation such as commission? Key decisions
Goals Timing Participants Theme -- Rules -- Awards -- Publicity -- Cost