Motivation of Sales Force

Process and Factors in Motivation

Everil Fernandes -Sahyadri College of Eng & Mgt

Introduction Motivation………………

Sales manager needs to understand

the process of motivation and uses it to

improve the organisational efficiency

A sales Manager stimulates the sales

person to work efficiently , establish

cordial relationship between the sales

managers and sales people

To satisfy the economic, social, and

human needs of the sales person

To seek the cooperation of the

salesperson in achieving the sale targetEveril Fernandes -Sahyadri College of Eng & Mgt

Motivation Process

Motive

Goal

Behaviour Tension Reduction


Motivation Process

1.Motive

Motives prompt to action

Motives are primary energizer of behaviour

and explains the reasons for behaviour

Motives are largely subjective and

represent the mental picture of the sales

person by explaining the rationale of

human behaviour

Motives arise continuously and determine

the general direction of the sales persons

behaviour


Motivation Process…………

2. BehaviourThe behaviour of the salesperson consists of

series of activities that the person does by

being motivated to achieve organisational

and individual goals.

The salesperson’s motives are directed

towards goals and very often create a state

of disequilibrium

These stages of disequilibrium arises due to

the imbalances between the physiological

and Psychological states of the sales person.

The behaviour of attaining goals tends to

restore the balanceEveril Fernandes -Sahyadri College of Eng & Mgt

Motivation Process…………

3.Goal

The goals chosen by an individual

person depends on various factors like

The cultural norms and values

The sales persons inherited

capabilities

Influence of personal learning and

experiences

Type and level of mobility in the

physical and social world of the

sales person Everil Fernandes -Sahyadri College of Eng & Mgt

Factors influence the motivation of the salesperson

The factors may be grouped as

Personal characteristics

Environmental Conditions

Organizations policies and

procedures


People with different personal characteristics, have

different perceptions of the link between effort ,

performance, and rewards

Career stages influence the level of motivation

because the effort expended and the outcomes

expected will undergo changes as a person moves

from one level of the career to another.



Stages of career:

Exploration Stage

Establishment Stage

Maintenance Stage

Disengagement Stage


Environmental factors include variations in the territory

potential and the strength of competition

Organisational factors that influence the motivation level

of the sales person are the type and nature of sales

supervision , span of control within the organisational

hierarchy , leadership styles followed in the organisation,

methods and types of communication, incentives and

compensation policies



Queries????


Motivation of Sales Force

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