If You Pay a Saleperson Enough Money, You Will Have a Well-Motivated Salesperson
Introduction
A good sales-person is one who possesses personality traits that is in their innate nature to interact with others. These are often difficult to teach but can be developed with time, depending upon the individual’s motivation to excel in their field of work. This forms the intrinsic motivation. However, the motivational tendencies of an individual sales-person alone are insufficient as it is also dependent upon extrinsic motivational factors. (Luke Ali 2011).
It is a force that can spur or discourage an individual from achieving the fullest potential in any field. It can take the form of monetary or non-monetary benefits, which encompasses the extrinsic motivation of the sales-person (Luke Ali 2011). Knowing the fact that monetary incentives have been deeply entrenched as the basic method of reward for employees; it must not be assumed that relying on this method solely will be effective. Companies have to consider immaterial benefits to motivate its staffs.
What is motivation? Motivation is to initiate action on a certain task. It is to expand a certain amount of effort on that particular task and to persist in expanding effort over a period of time. Therefore motivation is a driving force that pushes people to work, put in effort in their work and working harder than the rest.
How to motivate your sales force to have great performance? It’s not just about the paycheck. Effective incentive compensation management is based on an understanding of basic human motivation—on the importance of trust, self-esteem, social recognition and improved chances to fulfill one’s potential (Bakosh 2007, 3).
Leadership
Many people assume salespeople are motivated by money, and while this is largely true, it 's absurd to think they are motivated only by money. Salespeople are still human and while commission bonuses and sales spiffs will probably remain an important part of most sales compensation plans, studies consistently show that financial incentives
A good sales-person is one who possesses personality traits that is in their innate nature to interact with others. These are often difficult to teach but can be developed with time, depending upon the individual’s motivation to excel in their field of work. This forms the intrinsic motivation. However, the motivational tendencies of an individual sales-person alone are insufficient as it is also dependent upon extrinsic motivational factors. (Luke Ali 2011).
It is a force that can spur or discourage an individual from achieving the fullest potential in any field. It can take the form of monetary or non-monetary benefits, which encompasses the extrinsic motivation of the sales-person (Luke Ali 2011). Knowing the fact that monetary incentives have been deeply entrenched as the basic method of reward for employees; it must not be assumed that relying on this method solely will be effective. Companies have to consider immaterial benefits to motivate its staffs.
What is motivation? Motivation is to initiate action on a certain task. It is to expand a certain amount of effort on that particular task and to persist in expanding effort over a period of time. Therefore motivation is a driving force that pushes people to work, put in effort in their work and working harder than the rest.
How to motivate your sales force to have great performance? It’s not just about the paycheck. Effective incentive compensation management is based on an understanding of basic human motivation—on the importance of trust, self-esteem, social recognition and improved chances to fulfill one’s potential (Bakosh 2007, 3).
Leadership
Many people assume salespeople are motivated by money, and while this is largely true, it 's absurd to think they are motivated only by money. Salespeople are still human and while commission bonuses and sales spiffs will probably remain an important part of most sales compensation plans, studies consistently show that financial incentives
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