Motivating Salespeople with Duane Weaver Materials
In the context of sales management, motivation is crucial for driving salespeople to achieve specific objectives. This includes understanding individual motives, implementing quotas, contests, and rewards, and leveraging the general model of sales motivation. Specific factors such as job value, skill, autonomy, feedback, and individual motives play vital roles in influencing salesperson motivation. Discover the importance of tangible incentives and rewarding decisions to enhance sales performance and satisfaction.
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Presentation Transcript
SALES MANAGEMENT MOTIVATING SALESPEOPLE With Duane Weaver Materials adopted from Sales management in Canada , Mackenzie, H.F. , 2008
OUTLINE Motivation and Activity General Model of Sales Motivation Specific Factors of Sales Motivation Individual Motives Quotas, Contests and Rewards
MOTIVATION AND ACTIVITY In the context of sales management, motivation can be defined as an internal drive to initiate and expend sufficient effort over time to perform appropriate selling activities to accomplish specific sales objectives. (Mackenzie, 2008, p. 254) Motivation has: intensity, persistence, and direction Performance = Opportunity X Ability X Motivation the sales manager s responsibility is to manage the motivation of individual salespeople (Mackenzie, 2008, p. 254)
GENERAL MODEL OF SALES MOTIVATION Salesperson Motivation Effort Expectancy Performance Instrumentality Rewards Valence Satisfaction
SPECIFIC FACTORS OF SALES MOTIVATION Job Value Skill Variety Autonomy Opportunity Feedback Individual Factors Individual Motives Career Stage Exploration Establishment Maintenance Disengagement
QUOTAS, CONTESTS AND REWARDS SLIDE1 OF 2 Quota quantitative goal assigned to an individual salesperson Motivate salespeople to achieve superior performance Provide direction to salespeople so they know what is important Types: Sales Volume, Profit-Based, Activity Based (see p.269) Contests Usually short term Tend to be popular among salespeople Should not be part of total compensation package
QUOTAS, CONTESTS AND REWARDS SLIDE 2 OF 2 Rewarding Decisions: Who is eligible? What will prize or award be? How many win? Where and when presented? Benefits of Tangible Incentives: Justifiability (can t buy but worthwhile) Social Reinforcement (high visibility e.g. Callaway Clubs) Evaluability the harder a salesperson works to get a reward the greater the perceived value of reward to them.
