sales management motivating sales people

1. Sales Management
Motivating Sales People
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2. Sales Motivation is Critical
• Influenced by Sales Manager
• Even More Important for Salespeople
• Freedom of Supervison
• Lack of Faith in Themselves
• Lack of Faith in Their Brands

3. Motivation Includes
• Drive to Initiate Action on a Task
• Drive to Put Forth Sufficient Effort on a Task
• Persistence to Maintain Effort Over Time

4. Motivation is INTERNAL
• Manager Influences
• Manager Cannot Create
• Can Increase Chances
• But Easier to Destroy
• People are not Motivated =

5. Maslow
• You have had this before
• Physiological and Safety/Security Needs are
First – For Good Reason
• What Motivates Changes Over Time (and
Environment)
• Salespeople satisfied by pay are less
interested in higher pay

6. Herzberg
• Dissatisfaction must be removed before
motivation
• Perceived Inequity in Pay, Company Policy,
Working Conditions or Relationships kill
motivation
• Removing Dissatisfaction Motivation

7. Herzberg #2
• Motivation is associated with:
– Achievement
– Recognition
– Challenging Work
– Advancement

8. Herzberg Useful?
• Have Clear Policies and Procedures
– Don’t have to be equal but must be seen as “fair”
• Pay is not a great motivator – but is a great
demotivator (Do Not Make Salary Info Public)
• Non Pay Factors are Key to Motivation

9. Expectancy Theory
• Fancy Psych Professor Words
• Follow Along in the notes

10. Expectancy Useful?
• Working Stupid Kills Motivation
• If Salesperson Thinks the Goal Cannot Be
Reached they Give Up or Cheat
• The Performance + Goal Link is Essential
• Are The Rewards Even Important to the
Individual?

11. Expectancy Useful?
• Working Hard & Smart Are Both Critical
• Skills Training is Vital
• Do Not Ever Over-Promise
• Be Sure Everyone Has the Chance to
Succeed
• Give Rewards People Want

12. Goal Theory
• Difficult Goals, if accepted, Have the Best
Performance
• Difficult & Specific Goals are Optimal
• Feedback on Performance Towards the
Goals is Essential
• Individual Must Think Goal Can Be Reached

13. Goal Theory Useful?
• Specific Sales Quotas are Good
• Salespeople Must Think the Goal Can Be
Reached – Must “sell the goal”
• Put goals in Writing. Tie Performance to
Rewards
• Give Regular, Specific Feedback
• Positive Feedback is 1st (but not only) Choice

14. Career Stages & Motivation
• What Motivates People Depends on Age &
Experience of Salespeople
• 4 General Stages

15. Exploration Stage
• Do I really want to do this?
• High Stress & lots of job changes
• Give Realistic Job Descriptions
• Provide rapid feedback & short term goals
– 30, 60, 90 days etc….
• Benefits for Reassuring or Releasing

16. Establishment Stage
• What I want to do (or forced to do)
• Focus on Getting Ahead
• Likely to Change Jobs if Not Hitting
Expectations
• Incentive Pay, Promotions are key

17. Maintenance Stage
• Midlife Crisis or What I want to Do
• Advancement no longer desired (usually)
• Backbone of the sales force
• New Challenges & Appreciation are Helpful

18. Disengagement Stage
• Everyone Has This Eventually
• Less Pay Motivation Hurts
• Be Sure They Hit Quota
• DO NOT, DO NOT Punish Prior Success!!!
• Noticing Quickly & Asking Why Can Help

19. Behavioral Self Management
• Optimal – for Some
• Clear Rules Needed
• Don’t Mess With Success

20. Incentive Programs
• What Are They?
• Goals & Timing
• Have to Sell the Program
• A Grand Prize is a Mistake
• Range of Prizes is Better
• Cash has benefits & problems

21. Incentive Programs
• Themes
• Progress Should Be Regularly Reported
• Publicize The Winners
• Varied Timing is a Must

22. Recognition Programs
• Regular
• Overall Performance
• Recognition is Key
• Part of Company Culture?

23. Leader Boards

25. Cars
• Company Cars?
• Motivational Tool!
• Competitive Salespeople
• Trash Talk Factor
• See What You Drive
• Not Where You Live

26. Chevy Spark = Miss Quota

27. Malibu = Hit Quota

28. Impala = +25% of Quota

29. 100%+ of Quota!!!! U Da Man!

30. Don’t Forget Dale!
• Give Regular Praise
• Minimize Criticism
• Positive Reinforcement
• Works on All
• What is the Cost Here????