Motivating the sales force

A presentation by:Owais AshrafRupak GuptaTarun VatsVivek Kohli

Your sales people are the driving force of your business-

nurturing your existing customers and converting new prospects

What motivates a sales team?

Is money a big motivator?

How do I reward sales staff?

Your Sales Force is your Revenue Generating Engine. Does the engine need a tune-up?

• Motivation does not Guarantee Performance• How to Motivate the Sales ForceThere are three critical elements to motivate a successful

and high performance professional sales forceoAppreciationoRecognitionoCompensationoPutting It All Together

What motivates the sales

force

Salespeople, like everyone else, want to feel good about themselves

Source: http://work.com/blog/2013/04/what-motivates-sales-people-survey-results-from-the-tas-group/

A sales force-specific hierarchyof motivational factors

Esteem, recognition,

respect

Trust safety assurance

Compensation adequate for personal and family

needs

Fulfilment ofpotential: Having thesupporting conditionsin place that increaseone’s chances for success

To motivate the sales people effectively, sales manager must have a thorough understanding of human needs and the concept of motivation

Every individual differs from every other individual and so do their needs. This is what makes sales force motivation an uphill task.

Here are 10 simple methods for motivating your sales team• Give public recognition,• Give feedback immediately,• Recognize something besides sales, • Get the ‘big fish’ involved,• Showcase trust,• Train your salespeople,• Schedule meetings with your sales staff regularly,• Involve the family, ***• Provide suitable work environment,• Invest in new sales tools.

Incentives that synchronize with performance

People often say that motivation doesn't last. Well, neither does bathing - that's why we recommend it daily.

Motivation is a continuous process