The document discusses the importance of motivating a sales force, highlighting that effective motivation involves understanding individual human needs. Key motivational elements include appreciation, recognition, and compensation, along with specific methods such as public recognition and providing a supportive work environment. It emphasizes that motivation is an ongoing process and essential for maintaining high performance in sales teams.

1. Motivating
the sales
force
A presentation by:
Owais Ashraf
Rupak Gupta
Tarun Vats
Vivek Kohli

2. Your sales people are the driving force of
your business-
nurturing your existing customers and
converting new prospects
What motivates a sales team?
Is money a big motivator?
How do I reward sales staff?

3. Your Sales Force is your Revenue Generating
Engine. Does the engine need a tune-up?
• Motivation does not Guarantee Performance
• How to Motivate the Sales Force
There are three critical elements to motivate a successful
and high performance professional sales force
oAppreciation
oRecognition
oCompensation
oPutting It All Together

4. What motivates the sales
force
Salespeople, like everyone else, want to feel good about themselves
Source: http://work.com/blog/2013/04/what-motivates-sales-people-survey-
results-from-the-tas-group/

5. A sales force-specific hierarchy
of motivational factors
Esteem,
recognition,
respect
Trust safety
assurance
Compensation adequate
for personal and family
needs
Fulfilment of
potential: Having the
supporting
conditions
in place that
increase
one’s chances for
success

6.  To motivate the sales people effectively,
sales manager must have a thorough
understanding of human needs and the
concept of motivation
 Every individual differs from every other
individual and so do their needs. This is what
makes sales force motivation an uphill task.

7. Here are 10 simple methods for
motivating your sales team
• Give public recognition,
• Give feedback immediately,
• Recognize something besides sales,
• Get the ‘big fish’ involved,
• Showcase trust,
• Train your salespeople,
• Schedule meetings with your sales staff regularly,
• Involve the family, ***
• Provide suitable work environment,
• Invest in new sales tools.

8. Incentives that synchronize with
performance

9. People often say that motivation
doesn't last. Well, neither does
bathing - that's why we
recommend it daily.
Motivation is a continuous process