Howto Motivate Your Sales Forceto Great Performance

This document discusses how to effectively motivate a sales force. It begins by noting that traditional incentive compensation based solely on financial rewards is often insufficient. It then summarizes research showing that sales cycles are getting longer and conversion rates are declining, underscoring the increased challenges of today's sales environment. The document advocates taking a more holistic approach to motivation that considers additional human needs beyond compensation, such as trust, recognition, and opportunities for growth. It discusses how these types of non-financial motivators can be more effective than financial incentives alone at driving performance. Achieving the right motivational culture requires understanding factors like those in Maslow's hierarchy of needs applied to a sales force context.