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 Sales Management

Sales Force Motivation

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Sales force Motivation

Motivation

Set of forces that cause people to choose certain behaviourfrom among the many alternatives open to them

The desire within an individual that stimulates him/her toAction

The inner psychological force which activates and compelsthe person to behave in a particular manner

Originates from the needs and wants of an individual

Motivation may bePositive ( incentives, rewards, appreciation)

Negative ( punishment, fear, use of force)

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Sales force Motivation

Motivation : Stimulation to increase efficiency –achieve

higher goals

Motivation and satisfaction achieved through compensationand reward ( eg circus animals, cleaner in Munna Bhai MBBS)

Importance of MotivationRetain talents and reduce attrition rate

Energizer of behaviour- committed and cooperative towardsachievement of individual and organizational goals

Directly related to the level of efficiency. Sales personspush hard to achieve targets

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Sales Force Motivation

Maslow hierarchy of needs

need

to growmore & more

Self worth

recognition

companionshipfriendship

protection for physiological needs

& economical securityFood, water, shelter, clothes

Criticism: 5 levels of needs are not always present and that the order

of the levels is not always the same as postulated by maslow

Self actualization needs

Esteem needs

Social needs

Security needs

Physical needs

5 set of needs

Survival needs

To most

advancedneeds

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Sales force Motivation

Alderfer’s ERG theory: (Existence, Relatedness, Growth) 

Satisfaction / Progression

Security to Frustration / Belongingness Regression

People don’t move in a hierarchy. It is possible for more than one set of need to be achieved at the same time

If needs satisfied - leads to satisfaction and progression

If needs remain unsatisfied - leads to frustration & regression

Growth needs

Relatedness Needs

Existence needs

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Sales force Motivation

McGregor theory of X ( negative) Y ( positive)

Theory of X – employees dislike work and avoidresponsibilities. Must be corrected controlled and

threatened to do work. Very little ambition

Theory Y – Employees love work, self controlled, selfdirected and committed to organizational objectives,Accept and seek responsibilities

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Sales force Motivation

Two factor theory ( Frederick Herzberg)

Herzberg identifies two wets of factors as either causingsatisfaction or dissatisfaction

Factors causing satisfaction are called motivational factorsAchievement, recognition, advancement, responsibility

Factors causing dissatisfaction are called Hygiene factorsSalary, job security, work condition, personal life,

interpersonal relationships, company policies

Managers seeking to motivate employees should first makesure that hygiene factors are taken care of before focusing

of different set of needs