Motivating People in the Sales Force

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The Art of Motivating Salespeople

In the workplace, there are many factors that go into motivating salespeople. What interests some, might not interest others. It is vital for an employer to identify with its employees needs and wants and what is important to them in order to effectively motivate their employers and run their company the best way possible.

In an article titled “The Art of Motivating Salespeople” by speaker and author John Boe, he gives the reader his own personal insights on how to effectively motivate a salesforce. The article states that, "Traditionally, sales managers have relied primarily on commission to motivate their sales force. Unfortunately, a compensation structure based solely on commission does not address separate motivational factors and therefore, commission alone will not motivate your sales force to peak performance." As discussed in class, there are other factors more important to employees rather then solely commission and money. Feeling accepted by fellow employees or appreciated by the person you are working for are far more important to people than receiving an extra bonus. The article states, "While money is certainly an important ingredient in any incentive program, it should by no means be the only tool in a managers motivational toolbox." Once an employer realizes this, they will be able to better communicate with their salespeople and reward them in ways that are both efficient and effective for their company. By discovering employees’ needs, they will be able to develop a program that will motivate their sales people and potentially reach the company’s highest goals.

Difficulty lies in motivating sales people due to feelings of isolation and detachment, people working on their own, and frustrations. When developing motivational programs, managers must be able to identify with salespeople's needs. The theory that exists that relates to these needs is Maslow’s Hierarchy of Needs Theory. He proposed...
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