Why

Whythe
theconcern
concern
for
forsales
salesforce
force
motivation?
motivation?

What
Whatare
arethe
the
different
differenttheories
theories
of
ofmotivation?
motivation?

Motivation
MotivationTools
Tools
SelfSelfmanagement
management

Quotas
Quotas

Incentive
Incentive
programs
programs

Recognition
Recognition
programs
programs

Why is Motivation
Important?

Frequent rejection

Physical separation from

company support

Direct influence on quality of sales

presentation

Indirect influence on performance

Steps to Greater
Personal Motivation
1. Define what you want.
2. Inform a special person of your goals.
3. Do something.
4. Dont let failure deter you.
5. Break down problems into pieces.
6. Set deadlines.
7. Turn work into play.
8. Associate with people who motivate you.

Sales Force Needs

Company Actions to Fill Needs

Status

Change title from salesperson to

area manager.
Buy salespeople more luxurious cars
to drive.

Control

Allow salespeople to help plan sales

quotas and sequences of calls.

Respect

Routine

Invite salespeople to gatherings of

top executives.
Put pictures of top salespeople in
company ads and newsletters.
Assign each salesperson a core of
loyal customers that are called on
regularly.

Sales Force Needs

Company Actions to Fill Needs

Accomplishment

Set reasonable goals for the

number of calls and sales.

Stimulation

Run short-term sales contests.

Schedule sales meetings in
exotic locations.

Honesty

Deliver promptly all rewards

and benefits promised.

Self-Actualization

Intense job challenge, full potential, full

expression, creative expansion.

Self-Esteem

Achievement, respect, recognition, responsibility, prestige, independence, attention,

importance, appreciation.

Love-Belonging

Belonging, acceptance, love, affection, family

and group acceptance, friendships.

Safety-Security

Physiological

Security, stability, dependency, protection,

need for structure, order, law, tenure, pension,
insurance.
Hunger, thirst, reproduction, shelter, clothing,
air, rest.
Motivation and Personality, Abraham Maslow, 1970

To perform the exercise, read through the following statementscheck

those which are most important in motivating you to do your best
work.
Select the ten most important statements.
629
847
333
311
836
151
937
743
431

Job security
Being trusted to do my job the way I think it should
be done.
Participating in work group conversations.
Having adequate shelter to protect from the
elements.
Having a job which allows me time with my family.
Having an opportunity for personal growth.
Socializing with my friends.
Being considered for an advancement opportunity.
Working with other people.

Select the ten most important statements. (Contd.)

819
Having children.
458
Doing something meaningful with my life.
757
Being in a position to contribute new ideas.
828
Having an associate that looks out for my interests.
735
Including other people in what I do.
949
Being selected for an exclusive award.
234
Being involved with work associates in social and
recreational activities.
616
Being sexually satisfied.
146
Having a responsible person tell me when Ive done a
good job.
539
Having an active part in work related social
activities.
341
Knowing that other people respect me and my work.
132
Acceptance as a work group member

Determining Your
Motivational Needs
Second Number to left of statement indicates
the category; how many in each:
Number
Category
1
Physiological
2
Safety - Security
3
Love - Belonging
4
Self Esteem
5
Self Actualization