Scribd Logo
Upload

Welcome to Scribd!

  • 151 views

    Ch-14 Motivation and Training

    Uploaded by

    Jaehyun Peach
    The document discusses motivation and training for salespeople. It covers motivational theories including Maslow's hierarchy of needs and Herzberg's dual factor theory. Common motivational practices for salespeople are discussed such as financial incentives, setting sales targets, meetings with managers, promotions, and sales contests. Leadership styles and qualities of effective leaders are also examined. The document then reviews components of an effective training program, methods for delivering training, and topics that should be covered such as the sales process, leadership, and coaching.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Ch-14 Motivation and Training

    Uploaded by

    Jaehyun Peach
    151 views32 pages
    The document discusses motivation and training for salespeople. It covers motivational theories including Maslow's hierarchy of needs and Herzberg's dual factor theory. Common motivational practices for salespeople are discussed such as financial incentives, setting sales targets, meetings with managers, promotions, and sales contests. Leadership styles and qualities of effective leaders are also examined. The document then reviews components of an effective training program, methods for delivering training, and topics that should be covered such as the sales process, leadership, and coaching.

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    The document discusses motivation and training for salespeople. It covers motivational theories including Maslow's hierarchy of needs and Herzberg's dual factor theory. Common motivational practices for salespeople are discussed such as financial incentives, setting sales targets, meetings with managers, promotions, and sales contests. Leadership styles and qualities of effective leaders are also examined. The document then reviews components of an effective training program, methods for delivering training, and topics that should be covered such as the sales process, leadership, and coaching.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    151 views32 pages

    Ch-14 Motivation and Training

    Uploaded by

    Jaehyun Peach
    The document discusses motivation and training for salespeople. It covers motivational theories including Maslow's hierarchy of needs and Herzberg's dual factor theory. Common motivational practices for salespeople are discussed such as financial incentives, setting sales targets, meetings with managers, promotions, and sales contests. Leadership styles and qualities of effective leaders are also examined. The document then reviews components of an effective training program, methods for delivering training, and topics that should be covered such as the sales process, leadership, and coaching.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    You are on page 1of 32

    Motivation and Training

    Chapter 14
    Contents

    14.1 Motivation
    14.2 Leadership
    14.3 Training
    Motivation

    High level of motivation leads to


    Motivational theories

    • Maslow’s hierarchy of needs


    • Herzberg’s dual factor theory
    • Vroom’s expectancy theory
    • Adams’s inequity theory
    • Likert’s sales management theory
    • The Churchill, Ford and Walker model of Salesforce
    motivation
    Maslow’s hierarchy of needs
    Herzberg’s dual factor theory
    Vroom’s expectancy theory
    Adams’s inequity theory
    Adams’s inequity theory

    • Monetary rewards;
    • Workload;
    • Promotion
    • Degree of recognition;
    • Supervisory behavior;
    • Targets;
    • Tasks;
    Likert’s sales management theory
    High performing sales teams usually had sales managers who themselves had high
    performance goals.

    The research conducted by Likert suggests that to produce a highly motivated Salesforce, the
    sales manager should have high performance goals and encourage and discussion of
    salespeople’s performance and problems through the group method of conducting sales
    meetings.
    The Churchill, Ford and Walker model of
    Salesforce motivation
    Motivation in Practice

    Motivating factor for sales people


    Motivation in Practice
    • Financial incentives
    • Setting sales targets or quotas
    • Meetings between managers and salespeople
    • Promotion
    • Sales contests
    Financial incentives

    • Most companies pay commission or bonus to their sales people


    • The most usual form is
    • Commission system
    • The commission base (sales revenue , profit)
    • The commission rate (set % for all sales or various product)
    • Starting time of commission
    •
    • Commission system stimulate greater effort, greater energy
    Setting sales target

    • Sales target or quota must be fair and challenging


    • Generally sales target increase must be consistent
    • In addition, changes in commercial, territory
    Sales Contest

    • Popular form of incentive for consumer Salesforce


    • To encourage higher level of sales in general , increase sales in slow-
    moving, reword the generation of new customers.
    • Competitive spirit of salespeople
    • To be effective, contest must be seen to be fair, SR to be believe that
    they are capable of winning.
    • Contest can encourages cheating, (SR stored up the order)
    • Contest may militate against the spirit of mutual help and co-
    operation.
    Leadership

    “Leadership is the process of influencing the behavior of


    people toward the accomplishment of objectives”
    Leadership
    1.Leaders have a strong , defined sense of purpose
    2.Leaders are effective communicators
    3.Leaders are persistent and hard working
    4.Leaders are self-aware
    5.Leaders are learners
    6.Leaders lover their work
    7.Leaders inspire others
    8.Leaders establish human relationships based on trust, respect and
    caring
    9.Leaders are risk takers
    10.Leaders are keen to help others attain their goals
    11.Leaders have the ability to motivate and inspire salespeople to
    grow and learn.
    Six Leadership styles and key characteristics
    7 Sales Challenges

    1.Distinguish between similar products and services.


    2.Putting together groups of products to form a business solution.
    3.Handling the more educated buying population.
    4.Mastering the art of consultative selling.
    5.Managing a team selling approach.
    6.Knowing the customer’s business.
    7.Adding value through service.
    Benefits of training
    4 stages to learning a skill

    Unconsciously Consciously Consciously Unconsciously


    Unable Unable Able Able
    Components of a training program

    Exam Q; (Mar 14 , Mar 15)


    Analyze; a) the appropriate components of a training program for salespersons.
    b) the methods available for delivering a program.
    Methods
    Lecture

    Films

    Role Playing

    Case Studies

    In-the field Training

    e-learning
    Evaluation of training courses

    1.Participants’ reactions to the training course.


    2.Acquisition and retention of knowledge and attitude change.
    3.Changes in work behavior.
    4.Organizational outcomes.
    Training Sales Managers
    Methods used to train sales managers
    Method %
    Group discussions 67
    Role playing 61
    Case studies 55
    Internet-based training 53
    Seminars 50
    Motivated speakers 33
    Videotapes/Films 24
    Videoconferencing 24
    College or university courses 11
    Audiotapes 9
    Correspondence courses 5
    Topics covered in sales training program for
    managers
    Topic %

    Sales process 66

    Leadership 41

    Coaching 37

    Human resources 12

    Performances management (eg. Evaluation) 11

    Team building 5

    You might also like