MOTIVATING THE SALESFORCE

Company: Nestle

Product Group: Prepared Food

Submitted To: Dr. S.R. Singhvi

Submitted By: Group 6

Mohit Aswal-PGFB2133

Muskan Vyas-PGFB2135

Muskan Madhwani- PGFB2134

Nachiketa - PGFB2136

Nipun Maheshwari -PGFB2137

Mehak Jain-PGFB2132

JAIPURIA INSTITUTE OF MANAGEMENT, NOIDA-32A, Sector 62,

Institutional Area, Noida- 201309 (U.P.)
1
 ACKNOWLEDGEMENT

We would like to acknowledge the support of Jaipuria Institute of Management, Noida for giving
us this opportunity to learn the aspects of Sales Management. and Business Development.
Special. mention. to our course professor Dr. S.R. Singhvi, for his constant guidance and
feedback.

2
 TABLE OF CONTENTS

Acknowledgment ...................................................................................................................2

Company Introduction ............................................................................................................4

Nestle’s v Product Line ...........................................................................................................4

Motivating the sales force – Introduction……. …..................................................................5

Model Of Motivation………………………………………………………………………...5

Financial Motivators……………………................................................................................6

Non- Financial Motivators……………...................................................................................7 - 8

References …………………………………...........................................................................9

3
 Company Introduction

Nestle India Ltd is one of the most popular Fast Moving Consumer Goods firms, that deals in the
nutrition drinks, milk, instant foods, confectionery areas etc All these items are a part of food
industry. The company manufactures goods with the brand names Nescafe, Maggi, Milkybar, Kit
Kat, Bar-One, Milkmaid, and Nestea.

Product line of nestle

Nestle

Maggi 2 Chocolate
Milk
minute and
products confection
and Beverages Noodles
ary
Nutrition

Nestele Netle Nestle Milky

Nestea Maggi Imli Munch
Classic Nestle Bar
Pichkoo
Icetea
Nestle Milk

Nescafe Nestle
Nestle Cappuccino
Milkmaid Kitkat Nestle Bar one
Maggi
Nestke Sauces Maggi Atta
Dahi Noodles

4
Motivating the Salesforce

Motivating the company’s salesforce is an essential component of sales force management since
it has a significant impact on salesforce’s behavior and their performance. The theories under
motivation aim to interpret the attitude of workers towards their task. These theories find
answers for why people work, why do some people work harder than others, what drives them to
do so.

5
Model of Motivation

The various motivation theories are as under: -

· Maslow’s Need hierarchy Theory

· Herzberg motivation – hygiene theory

· Vrooms Expectancy theory

· Churchill, Ford, and Walker model of sales force motivation

Financial Motivators

1. Bonus

Nestlé has an incentive scheme for their salespeople, and the organization will reward a bonus to
all of their salesforce. The bonus amount is determined by the company’s accomplishment of its
profit objectives and the specific aims met by the salesperson. Nestle provides performance-
based incentives for its salespersons and all senior level managers at different areas. Nestlé has

6
put up targets and goals for its salesforce which are linked to the organization’s overall business
goals. Nestle also ensures that objectives are attainable in order to avoid discouragement among
the sales force. Having a rewards system in place might motivate them to attain objectives. If the
salesforce meet their quotas, they will earn a bonus, and the corporation will have met its
objective. For a bonus system to be effective, the goals and targets for the salesforce should be
clearly established in order to ensure that the employees are motivated to meet them.

The salesperson has to achieve its sales quota and after every three months their performances
are evaluated, the ones with positive outcomes are given three thousand plus incentive along
with the salary and in the case of senior level sales manager they are provided with tour packages
as a bonus with salary after evaluating their performance. This is a special effort taken by Nestle
company for its employees and for creating a good healthy working environment in the
company.

2. Fringe Benefits

Nestle provides their salesforce with non-wage benefits that help to keep them motivated. These
benefits are referred to as fringe benefits. As for Nestle, they provide their salesforce the
following perks –

· Paid Sick leave

· Health Insurance
· Company Cell Phone
· Relocation Expenses.

Non-Financial Motivators in Nestle

1. Recognition

At Nestlé, recognition is provided to great performing individuals of the salesforce and that is a
driving motivator for the salesforce’s performance. The managers in Nestle get trained for
recognizing and rewarding their workers’ achievements. The organization accomplishes this by

7
awarding employees with small gifts and expressing appreciation for their work to make them
feel that their efforts are acknowledged and appreciated. As per the taskforce, they are mostly
inspired when they are acknowledged by the company and recognized as employee of the month
as per their performance during their recent sales process.

Career opportunities

Salesforce related employment prospects are relatively strong at Nestlé. Nestlé establishes career
goals for all of their salesforce and then ensures they are implemented. Through training, the
salesforce may acquire new abilities and are continually pushed to progress, as a good outcome
they perform better as both individuals and team members. Nestlé feels that giving people the
proper tools to accomplish highly established expectations is very crucial. This is done by
training managers for new positions.

2. Job enrichment

Job enrichment provides a salesman with more autonomy, responsibility, variety of

responsibilities, and growth potential. It empowers the salesman by increasing their decision-
making, planning, and regulating abilities. With the sales manager authorizing salespersons who
are competent in making their own call plans and routing plans, Nestlé fosters an environment
that encourages employees to take the initiative. Nestlé values the capacity of employees to make
their own decisions. This aids in inspiring the other members of the salesforce to perform better
and achieve that status as a result of their efforts.

3. Reinforcing Healthy Environment

For Nestle, health of the employees is its basic priority so Nestle has taken initiative to provide
day meals to the employees working internally in the company as well as for external
salespeople they offer packed meals. The salespersons are provided with counted medical leaves
as per their health conditions. The company provides health insurance benefits to all the

8
employees working in all areas. The paid leaves of employees are accounted earlier according to
their post in the company.

References

1. Neha Jha - Area Sales Manager

9
 LinkedIn Profile Link - https://www.linkedin.com/in/neha-jha-640483131

2. Miss Muskan – TSM Noida

9041633699

3. Sachin Kumar – Distributer

6387463641

10