Background
A successful sales manager is one who earns the enthusiasm, loyalty and interest of sales-force, which cannot be bought for a price. This earning depends on his ability to motivate his sales-force. It is because, there can be vast difference in sales volume produced by individual salesman with equal manager who earns his confidence and whole-hearted effort through skillful motivation than a sales manager who failed to win over the sales-force through the skilful function of motivation. A motive is an idea, need, or an emotion within an individual, which incites him to actions. It is an impulse or urge that influences the will and compels it to action. It can be aroused by some external influence or incentive or stimuli. Therefore, motivation involves providing sales-force with incentives or stimuli’s, which influence their motives and cause them to contribute their best. Hence, this chapter plans to discuss in detail to the various dimensions of motivation – as measuring, factor of motivation and methods of motivation.
Motivation is a psychological set of forces influencing the behavior of an individual. To motivate sales-force, a sales manager is expected to know the needs and emotions of salesmen; its emotional, mental and physical needs; why they work? What they want to get for their work? What are their attitudes towards the firm, their work and superiors? The need for sales for motivation is quite apparent in every organization. According to experts, 75 per cent of the sales are turned out by just 25 per cent of the sales men. It indicates that human efficiency is at only 30 per cent of potential performance. Even an attempt to increase performance rate by say 5 per cent, there can be a tremendous increase in the sales turnover for the company. Still another reason for motivation of sales force is higher rate of turnover of sales-force. The persons leaving the old organization and joining the new ones very often give the reason of desire for recognition, security, satisfaction, opportunity than monetary rewards or success. Thus there is dire need for sales-force motivation in every sales organization. In essence, motivation is linked with will of work. It is the act of changing the psychology of a salesman to make him to work better; it is the task of intensifying the desire to work at one’s highest pitch, it is to encourage, stimulate, elevate to lift up productivity. Motivation seeks to know, understand, analyze and bring into play motives behind salesman’s actions.
A successful sales manager is one who earns the enthusiasm, loyalty and interest of sales-force, which cannot be bought for a price. This earning depends on his ability to motivate his sales-force. It is because, there can be vast difference in sales volume produced by individual salesman with equal manager who earns his confidence and whole-hearted effort through skillful motivation than a sales manager who failed to win over the sales-force through the skilful function of motivation. A motive is an idea, need, or an emotion within an individual, which incites him to actions. It is an impulse or urge that influences the will and compels it to action. It can be aroused by some external influence or incentive or stimuli. Therefore, motivation involves providing sales-force with incentives or stimuli’s, which influence their motives and cause them to contribute their best. Hence, this chapter plans to discuss in detail to the various dimensions of motivation – as measuring, factor of motivation and methods of motivation.
Motivation is a psychological set of forces influencing the behavior of an individual. To motivate sales-force, a sales manager is expected to know the needs and emotions of salesmen; its emotional, mental and physical needs; why they work? What they want to get for their work? What are their attitudes towards the firm, their work and superiors? The need for sales for motivation is quite apparent in every organization. According to experts, 75 per cent of the sales are turned out by just 25 per cent of the sales men. It indicates that human efficiency is at only 30 per cent of potential performance. Even an attempt to increase performance rate by say 5 per cent, there can be a tremendous increase in the sales turnover for the company. Still another reason for motivation of sales force is higher rate of turnover of sales-force. The persons leaving the old organization and joining the new ones very often give the reason of desire for recognition, security, satisfaction, opportunity than monetary rewards or success. Thus there is dire need for sales-force motivation in every sales organization. In essence, motivation is linked with will of work. It is the act of changing the psychology of a salesman to make him to work better; it is the task of intensifying the desire to work at one’s highest pitch, it is to encourage, stimulate, elevate to lift up productivity. Motivation seeks to know, understand, analyze and bring into play motives behind salesman’s actions.
