Sales Management

Sales Force Motivation

Sales force Motivation

Motivation Set of forces that cause people to choose certain behaviour from among the many alternatives open to them The desire within an individual that stimulates him/her to Action

The inner psychological force which activates and compels the person to behave in a particular manner
Originates from the needs and wants of an individual Motivation may be Positive ( incentives, rewards, appreciation) Negative ( punishment, fear, use of force)

Sales force Motivation

Motivation : Stimulation to increase efficiency achieve higher goals Motivation and satisfaction achieved through compensation and reward ( eg circus animals, cleaner in Munna Bhai MBBS) Importance of Motivation Retain talents and reduce attrition rate Energizer of behaviour- committed and cooperative towards achievement of individual and organizational goals Directly related to the level of efficiency. Sales persons push hard to achieve targets

Sales Force Motivation

Maslow hierarchy of needs
5 set of needs Survival needs To most advanced needs need
to grow more & more
Self worth recognition companionship friendship protection for physiological needs & economical security Food, water, shelter, clothes

Self actualization needs

Esteem needs
Social needs

Security needs
Physical needs

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

Sales force Motivation

Alderfers ERG theory: (Existence, Relatedness, Growth)

Satisfaction / Progression

Growth needs

Relatedness Needs
Security to Belongingness

Existence needs

Frustration / Regression

People dont 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

Sales force Motivation

McGregor theory of X ( negative) Y ( positive)

Theory of X employees dislike work and avoid responsibilities. Must be corrected controlled and threatened to do work. Very little ambition Theory Y Employees love work, self controlled, self directed and committed to organizational objectives, Accept and seek responsibilities

Sales force Motivation

Two factor theory ( Frederick Herzberg) Herzberg identifies two wets of factors as either causing satisfaction or dissatisfaction Factors causing satisfaction are called motivational factors Achievement, recognition, advancement, responsibility Factors causing dissatisfaction are called Hygiene factors Salary, job security, work condition, personal life, interpersonal relationships, company policies Managers seeking to motivate employees should first make sure that hygiene factors are taken care of before focusing of different set of needs