Motivation for productivity in a sales group

1. Presentation on Sales Motivation Strategy
Theme :ACQUIRER AND NURTURER
Presented by
Henry Mgbeahuru
To Sales and Marketing Department
of
VDT Communications Limited

2.  This strategy was introduced to motivate
members of the sales unit of an organisation
following a case study which showed that the
sales figures of some of the salesmen remained
static year on year while others kept rising .
 Those whose figures remained static
complained that the sector they are confined to
are not churning out new businesses, so they
can only provide their services to the existing
ones and when approached by clients from
other sectors they turn down such offers

3.  When they were asked why they turn down
such offers their response is that it makes no
impact on their production and contribution to
the organisation.
 Thereby discouraging the overall growth and
set achievement of the sales department
 Discourage all aspects of growth.

4.  Improve on the bottom line of VDT.
 Encourage growth on individuals performance.
 Explore untapped prospects unknown to sector
managers.
 Improve client base.
 Encourage lead sharing among team members.
 Meet and exceed budgeted targets timely.

5.  The strategy encourages cross sector selling
with rewards to performance during appraisal.
 It is calculated based on the salesman annual
target over a percentile range.
 Production is shared among the parties
involved(Ratio to be determined by MGT)
 The sector owner is called the NURTURER,
while the Non-Sector participant is called the
ACQUIRER.

6. BDE
Target
(N)
Pre-Actual
Achievement
Final Actual
Achievement
Final Actual %
Achieved
Seyi Odufaderin 42,627,285.77 42,530,799.56 42,530,799.56 99.77
Amaka
Osuchukwu
36,096,761.84 12,605,000.00 15,605,000.00 43.23
Blessing Achu 36,096,761.84 51,066,762.47 52,066,762.47 144.24
Jerry Ubah 25,000,000.00 32,121,996.00 33,121,996.00 132.48
Ernest Ojerumu 36,096,761.84 500,000.00 1.38
Vincent
Olorungbeja
25,000,000.00 560,000.00 2.24