Presented by:

Amit Kumar ( BM 012015)

Bhashker Jee (BM 012041)

Brajesh Singh (BM 012042)

Arunesh Tiwari (BM 012035)

Divya Shree Srivastava (BM 012050)

Abhay Singh(BM 012002)

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

MOTIVE

TENSION REDUCTIONBEHAVIOUR

GOAL

MOTIVATIONAL FRAMEWORK

Unique nature of the sales job Changes in market Environment Individuality of Sales people Diversity in Company Goals

FINANCIAL REWARDS

Basic Compensation plan Salary Commissions Bonus payments Sales Contests Merchandise & travel Through Cyberspace Incentives

NON FINANCIAL REWARDSNON FINANCIAL REWARDS

Recognition awards; such as trophies, Certificates

Promotions

Praise and encouragement from management

Job enrichment

Sales meetings and conventions

Motivation of Sales PeopleThere is mainly four ways to motivate

sales people:

Need Hierarchy Theory Hertzberg’s Two Factor Theory ERG Theory Goal Setting Theory

NEED HIERARCHY 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

Hygiene Factors Motivational Factors

Corporate policy & Administration

Relationship with supervisor & peers

Work conditions Salary Personal life Status Security Supervision

Achievement Recognition Work Responsibility Advancement Growth

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

20 30 40 50 60

Exploration(1)

Establishment(2)

Maintenance(3)

Disengagement(4)

Age

Gro

wth

in C

aree

r

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.