Motivation

What is Motivation?
Motivation is some driving force within
individuals by which they attempt to
achieve some goal in order to fulfill some
need or expectation.

What is Sales Force Motivation?

Motivation is the effort salespeople want to
make to complete various aspects of their
jobs.
In term of sales force:
• Motivation is the inner feeling to work better
to achieve best result
• It is desire to do better than the best.
Performance = Ability x Motivation
Types of Motivation
• Extrinsic motivation (related to tangible
rewards such as money )
• Intrinsic motivation (related to psychological
rewards such as the sense of challenge and
achievement).
Process of Motivation
 1
* Identifies needs

2
6
Searches for ways to
Reassesses needs satisfy needs
deficiencies

5
!
Engages in goal-
Receives either rewards directed behaviour
or punishments

4
Performs
MOTIVATIONAL EFFORT

INTENSITY

CHOICE OF
ACTIONS
II f OUTCOME

PERSISTENCE
IMPORTANCE OF MOTIVATION

o Unique nature of the sales job

□ Changes in market
Environment
□ Individuality of Sales
people o Diversity in Company
Goals
FINANCIAL REWARDS
Basic Compensation plan o
Salary Q Commissions Bonus
payments Sales Contests
Merchandise & travel Through
Cyberspace Incentives
NON FINANCIAL REWARDS
o Recognition awards; such as trophies, Certificates

o Promotions

o Praise and encouragement from management Q Job

enrichment Q Sales meetings and conventions

Motivation of Sales People
There is mainly four ways to sales people:
motivate
Need Hierarchy Theory Hertzberg’s Two
Factor Theory D ERG Theory Goal Setting
Theory
CONT.
> Physiological: Food, home & shelter.
> Safety & Security: Job security,
Fringe Benefits
> Social: Liking & Respect from Boss /
Peers / Customers
> Self Esteem: Job title, responsibility,
recognition and promotion
> Self Actualization: Challenging job,
Creativity and achievement in work
HERZBERG TWO FACTOR THEORY
/giene Factors Motivational Factors

0 Corporate policy & 0 Achievement

Administration 0 Recognition
0 Relationship with D Work
supervisor & peers 0 Responsibility
0 Work conditions 0 Advancement
0 Salary 0 Growth
0 Personal life
0 Status
0 Security
0 Supervision
ERG THEORY
Existence (E), Relatedness (R) and Growth (G) needs
are structured in a hierarchical order. The theory
postulates that:

a) The lower the level of satisfaction in a need the more it

will be desired;
b) The higher the satisfaction in a lower level need, the
greater the desire to satisfy a higher level need; and
c) The lower the satisfaction in a higher level need the
greater the desire for satisfying lower level needs.
GOAL SETTING THEORY

People have needs / aspirations, they set

goals, go about getting these goals.
Higher goals - higher outputs.
Set goals for salespeople:
■ Plan activities better,
■ Learns to prioritize manage time.
Goal should be clear & not too difficult to
achieve.
Factors Influencing The
Motivation Of The Sales Person
Exploration Establishment Maintenance Disengagement
Growth in Career

Age
1. Exploration: This is the stage where the new recruits are in the
stage of exploration & are unsure about whether selling is the
career that best suits them.

2. Establishment: In this stage the sales person have settled in an

occupation & wish to develop that occupation into a
successful career.

3. Maintenance: In this stage salesperson concern is retaining the

present position, status & performance level with in the sales
force.

4. Disengagement: At last stage the salespeople prepare for

retirement & loss self identity may separation from one’s
sales job.