Motivation Sales Staff and Communicating the Reward Systems

Topics: Sales, Customer service, Customer Pages: 11 (3367 words) Published: March 5, 2008

"Motivating employees is vital if employers are to achieve maximum performance and productivity (, retrieved on 8th Oct 2007). There is a wide variety of methods available for motivating sales staff, from recognising employees' achievements by simply saying 'thank you' to more complex schemes which combine set targets with fixed rewards. Linking sales with commission in such a way can therefore assist organizational success. Staff training and incentive solutions play a vital part in increasing staff knowledge and motivation and in improving staff retention and operational quality and efficiency.

Overview of the organization

PC House Private Limited is a subsidiary of PCH Holdings (Pvt) Ltd., a well diversified local conglomerate that has interests in sectors such as computer hardware and software, pharmaceuticals, restaurant, office automation, consumer electronics, audio visuals, automobiles and property development.

PC House is a leading IT solution provider in Sri Lanka, offering customers the best options in computers and accessories with an innovative product portfolio and un-parallel after sales service. Starting its operation in Sri Lanka 10years ago, the philosophy of PC House is "to treat all customers as partners which means there is mutual trust, long term commitment and profits for both parties".

The success of this company had been the winning sales team. When managing sales, the organization has duly identified the fact that we need to set effective objectives due to reasons such as the growing competition, varying pricing strategies, quality of products and the external environment factors. Nevertheless, the factors relating to human capital have a greater impact on successive goal setting as it is the most dynamic aspect, which often changes from individual to individual. Personal attitudes and instincts will play a key role in reaching sales targets. Thus, keeping staff motivated is good for business and its long-term survival.

Business Vision
"Spearhead the country's information communications technology boom by becoming a powerhouse in providing precise innovative solutions locally, and propagate our local brands beyond Sri Lanka's boarder, and above all to maintain the highest degree of integrity and social responsibility".

Mission Statement
"To market and distribute world renowned high quality products coupled with excellent professional service levels in order to satisfy customers and to become one of the most respected ICT product supplier in Sri Lanka.

Objectives of this assignment
Key Objective – Achieving sales objectives within the stipulated time and building a motivated sales team with competent skills and experiences.

Specific Objectives
1.Understanding the benefits of sales rewards systems
2.Analyse the effectiveness of the current rewards system and the power of communication. 3.Identify gaps in the rewards system and finding alternative solutions to overcome them. 4.Deciding the best ways of improving the current rewards system and the rationale of introducing new elements. 5.Plan out ways of introducing the new system to the sales team. 6.Assess the impact of the new systems

7.Obtain a thorough understanding of the nature of rewards system and the impact of effective communication strategies. 8.Help ensure the growth of the organization by meeting the demands of customers through a well motivated sales staff. 9.Discourage sales staff retention by implementing a positive sales plan which introduces work-life balance, whilst uncovering a range of skills and activities for the sales team. 10.Identify constrains of implementing a new reward system and maintaining consistency throughout the operation.

analyze over the current rewarding system in the organization – Pros & Cons

Motivation is a compulsory element to get the maximum output from a sales person....
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