MOTIVATING THE SALES TEAM

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MOTIVATING THE SALES TEAM

• Sales meeting Sales contests

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• What is motivation ?
• Motivation is derived from the Latin term
  Movere,meaning to move, Motivation
• Stimulates the movement of an individual.
• On the basis of this definition, human motivation
  can be defined as a dynamic process set in
  motion by creating or arousing internal needs
  that activate goal directed efforts determine
  their intensity persistence

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• Motivational Tools
• Sales contests, Sales meeting are the two most
  frequently used motivational tools besides
  Promotion Opportunities incentive Programs.

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Sales contests

• As a motivational device, the sales contest has
  the potential for desirable results. It is
  important that sales manager understand the goals
  that can be accomplished through sales contests,
  the essential decision areas in planning
  contests, the potential pitfalls associated
  with them

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• Contest Goals
• Contest Decision Areas
• Themes
• Rules
• Prizes
• Participation Duration
• Publicity
• Potential Pitfalls.

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• 1.Contest Goals
• Contests can be used to focus sales force
  attention on any particular goal area for short
  period of time They can motivate sales people to
  sell new products, to give attention to problem
  products, to provide more customer service, to
  sell new accounts or to make more demonstration.
• Some times contests simply encourage sales
  persons to sell more volume within a given period
  of time.

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• 2.Contest decision areas
• Contest themes ,rules ,prizes, participation
  ,duration, publicity are important specifics
  associated with the planning implementation of
  this motivational tool.
• .All planning must begin with specific purposes
  of the contest then plans are developed in light
  of these goals

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• Themes
• Sales managers should ensure that contests themes
  are creative,novel,timely ,implementable
  ,promotable,visibily measurable.
• Rules
• It is very important that contest rules be
  carefully formulated to clarify goals prevent
  abuses.

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• Prizes
• Unless contest prizes include items that the
  majority of participants want, the desired
  motivational effects will not be created.
• Many corporations are tuning to productive travel
  as incentives-for e.g. inspirational training in
  exotic settings.

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• Participation
• Sometimes only upper level sales person have the
  opportunity to compete for the chance to go to
  national sales contests.
• Junior sales person are most likely to have their
  own contest with awards certificates by a top
  company officials.
• Duration
• Contests usually last more than a month ,sales
  people should have enough time in contest to make
  the most.

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• Publicity
• Contests should be introduced in a surprise
  announcement followed by a publicity
• Potential pitfalls
• while well devised contest can accomplish
  multiple organizational individual sales person
  goals, the sales manager ought to recognize
  avoid certain side effects
• Contest can be so routine that they are expected
  the value of awards is thought as a part of
  yearly compensation..

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Sales meeting

• One of the most popular means of enhancing
  motivation as well as continuous training of
  sales people is the sales meeting be it national,
  regional or local.
• National level meeting are held generally once a
  year, they may include entire sales force or only
  a select group of top Performers.

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• In planning Sales meeting there are several
  tasks
• 1. Establish meeting goals from both the
  companys the sales representatives
  perspective.
• 2.Select a theme that integrates goals
  communicates the overall purpose of meeting.
• 3.Develop a tentative agenda or program for the
  meeting work up a preliminary Budget.

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• 4.Finalize the program, send copies of the
  program to all attendees.
• 5.Cordinate closely with all participants in the
  program to ensure they know their roles.
• 6. Provide handouts summarizing the main points
  of the meeting for sales people to take home for
  further view.
• 7.Evaluate the meeting in terms of goals
  achievement.

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• Videoconferences
• An efficient way to link several different
  locations together for one sales meeting is by
  having a video conference.
• Rather than bringing the entire sales force of an
  organization together under one roof, everyone
  can be linked together via satellite .

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Promotion Opportunities

• An attractive career path with" promotion
  decision" stages coming at regular intervals can
  make the individuals motivated throughout most of
  their careers.

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Sales compensation

• The sales compensation Plan is an essential part
  of the total Program for motivating sales
  personnel.
• A sales compensation plan, properly designed has
  three motivational Roles
• 1.Provide a living wage
• 2.Adjust pay levels to performance, herby
  relating Job performance rewards
• 3.Provide a mechanism for demonstrating the
  congruency between attaining company goals
  individual goals.

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• Types of compensation Plan
• Straight-salary Plan
• Straight commission Plan
• Individual sales personnel should be paid
  according to productivity.
• Combination of salary incentive Plan.