Sales performanceSalesperson Performance: Behavior, Motivation, and Role Perceptions
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This document summarizes a presentation about salesperson performance, behavior, and motivation. It discusses how role perceptions, skills, organizational citizenship, rewards, satisfaction, and role definition impact salesperson performance. Specifically, it explores how role conflict and ambiguity can affect motivation and job satisfaction. It also provides examples of skills companies seek in salespeople and rewards programs companies use.
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Sales performanceSalesperson Performance: Behavior, Motivation, and Role Perceptions
- 1. Salesperson Performance: Behavior, Motivation, and Role Perceptions Presented By: Sahil Gupta(42-MBA-2012) Sahil Sharma(43-MBA-2012) Sahil Sharma(44-MBA-2012) Sapna(46-MBA-2012)
- 2. Learning Objectives • Understand the model of salesperson performance • Identify the various components that make up the model • Discuss the role perception process • Understand why salespeople are susceptible to role issues
- 4. Role Perceptions • Perceived role conflict – arises when role demands of role partners are perceived as incompatible • Perceived role ambiguity – occurs when necessary information to perform role is perceived as not available
- 5. Role Perceptions • Role inaccuracy – degree to which perceptions of demands are not accurate • Importance of role perceptions – Can produce job dissatisfaction – Can affect motivation – In certain situations, can enable salespeople to make beneficial creative decisions
- 7. • Sales aptitude has sometimes been thought to be a function of: – Physical factors – age, attractiveness – Aptitude factors – verbal intelligence, sales expertise – Personality characteristics – empathy, sociability • NO proof these, alone, affect sales performance Are Good Salespeople Born or Made?
- 8. • Optimism • Resilience • Self-motivations • Personality • Empathy Personal Traits that Lead to Sales Success
- 10. Sales Skill Levels • An individual’s learned proficiency at performing necessary tasks, including: – Interpersonal skills – Leadership – Technical knowledge – Presentation skills
- 11. Sales Skill Levels - Example Here are essential skills Sun Microsystems looks for in a Senior Salesperson: • Able to identify sales opportunities • Apply knowledge of customers’ business • Establish a value proposition that results in sales • Have at least 7 years of proven sales to commercial end user customers • Demonstrate an understanding of the technical and business challenge faced by the market.
- 12. Sales Skill Levels - Example • Demonstrate a proven ability to develop and deliver solutions • Be a team player • Meet commitments on time • Creative with sales approach Here are essential skills Sun Microsystems looks for in a Senior Salesperson:
- 15. • Sportsmanship • Civic virtue • Conscientiousness • Altruism Organizational Citizenship Behaviors
- 17. Rewards • Extrinsic rewards – controlled and bestowed by people other than the salesperson – Pay – Financial incentives – Security – Recognition – Promotion
- 18. Rewards • Intrinsic rewards – things that salespeople primarily attain for themselves – Feelings of accomplishment – Personal growth – Self-worth
- 19. Rewards - Example • Sharper Image encourages other companies to use its products as incentives and rewards Reward Cards: Ideal for one-time awards or ongoing programs, our Sharper Image Reward Card offers great flexibility. Merchandise Certificates: Sharper Image certificates can be personalized and carry a custom message. Product Programs: Our products can be purchased in bulk at special corporate prices. We also do individual fulfillment.
- 21. Satisfaction • Job satisfaction – all the characteristics of the job that salespeople find rewarding, fulfilling, and satisfying • Extrinsic satisfaction – based on extrinsic rewards • Intrinsic satisfaction – based on intrinsic rewards
- 23. Defining a Salesperson’s Role Stage 1 Role Partners Communicate Expectations Stage 1 Role Partners Communicate Expectations Stage 2 Salespeople Develop Perceptions Stage 2 Salespeople Develop Perceptions Stage 3 Salespeople Convert Perceptions to Behaviors Stage 3 Salespeople Convert Perceptions to Behaviors
- 24. • Boundary position • The “remote” sales force • Interaction with many people • Selling in a team • Innovative role Factors Affecting the Salesperson’s Role
- 26. • Role Perceptions – Role conflict management – Role ambiguity management • Motivation – Motivation and managerial leadership – Incentive and compensation policies How Managers Influence Performance?
- 27. THANK YOU…