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Submitted By aminook
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Assignment 2
Submitted in partial fulfilment of trimester III curriculum program for the subject in MBA++ Program
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Roll No | Name | 14265 | Amin Hadi Keshtkar |

DEPARTMENT OF MANAGEMENT SCIENCES(PUMBA)
UNIVERSITY OF PUNE
PUNE-411007 (MS)
INDIA
2014-2015

MOTIVATING SALES TEAM

THE CHALLANGE OF SALES FORCE MOTIVATION

What motivates a sales force? It’s an age-old question, of course. But these days, it’s arguably more important than ever, as organizations in many industries and different parts of the world face critical talent shortages that could impede their plans for growth. During a time of worker scarcity, a better understanding of basic human needs and of the methods that can sustain high levels of motivation among a company’s sales staff is important for two reasons. First, organizations need to motivate and engage their best workers to increase the chances those workers will stick around. Second, when a large percentage of a workforce is nearing retirement or being lured to different jobs, companies want to motivate those who remain to perform at the highest productivity levels possible.

Creating a culture of trust; leveraging the power of peer recognition; and focusing on the enablers and tools that help salespeople reach their potential in an increasingly complex business environment—these are all critical parts of the overall picture of motivating a sales force more effectively. By gaining a deeper knowledge of human motivation, sales executives can put in place a more holistic approach—one that integrates people, process, technology and compensation strategies—to encourage and reward the behaviours that help produce high performance.

A sales force-specific hierarchy of motivational factors

COMPENSATION

Financial compensation—though not, strictly speaking, a physiological need—is analogous to the lowest

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