Jake Benson
Liberty University
BUSI 600
Question 1.5

One of the many dilemmas a sales force manager has is how to continuously keeping their sales people positive, happy, motivated and incented to deliver the best possible service to your companies customers. Whether a companies business is growing or particulary if it’s failing, motivational programs can rejuvenate employee’s spirits to drive business. While a sales force manager is making this decision to conduct a motivational program, they have the difficult choice whether to create this program internally or purchase a program from a consulting firm. To answer this question they have to conduct business research to find out which program would be the most beneficial and effective for the company and its sales people. “Good business research has an inherent value only to the extent that it helps management make better decisions to achieve organizational goals” (Cooper & Schindler 2011). The “bottom line” in making this decision, sales managers have to weigh the advantages and disadvantages in either of these choices.
So the first option to weigh is creating a custom motivational program. The advantages of creating a custom motivation program is that you can design the specifics to your individual organization to hopefully ensure that what you need for your company will be accomplished. You can also draw from past experiences that have been motivational and as needed factor in details related to your specific customers and sales force. A sales force will normally relate more quickly to these custom features compared to a more “generic” motivational program that requires interpretation and may be less relevant to some. However, as there is of course potential benefits, there are also potential concerns with using a custom motivation program. A custom program will require more development work on the