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Oscar Peter
Business School Marketer, South Sudan
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How to Motivate the Sales Force?
Being a sales manager, what are best practices of motivating your sales force and sales people?
Thanks for sharing your ideas and experiences.
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Welcome to the Sales Management best practices. The topic being discussed here is: "How to Motivate the Sales Force?".
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Paramathmuni srinivas Kumar
India
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Clear Purpose and Sales Commission
I think having a clear purpose can motivate the sales person. On top of giving a clear purpose sales commission will add fuel to the fire of motivation I suppose.
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Javier Elenes
Business Consultant, Mexico
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Poor Sales Commission Practices
I agree with the importance of sales commission, but avoid 2 common not so good practices:
1. Don’t limit the amount of commission. If a sales person sells a lot, he deserves a lot of commission.
2. Don’t pay when the goods are invoiced; pay only when the invoice has been fully paid.
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Jaap de Jonge
Editor, Netherlands
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How to Motivate Sales People
Many sales reps tend to have entrepreneurial traits. I agree with both srinivas and Javier Elenes that giving them a clear purpose is important to ensure they move in the desired direction and also that they are sensitive for monetary bonuses like commissions.
4 more motivational consequences from their entrepreneurial character are:
- Sales(wo)men are often self-motivators,
- They are very flexible/agile in dealing with various circumstances,
- They like and should be given a lot of freedom to do the things as they believe is best, and
- They like a positive, optimistic and non-bureaucratic working environment.
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Carlo Maranzano
Strategy Consultant, Italy
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Apply Principles of Interdependence Economy
We apply principles of Interdependence economy to manage sales forces.
It's true the sales(wo)men depend by me, but it'...
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Helen Strong
Business Consultant, South Africa
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Organisation Support of the Sales Force
It doesn't start with the sales team -- have to have an organisation that has values, purpose and a clear mission to car...
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William E. Linzey
Business Consultant, United States
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Engagement of Sales Team
Did you ever attempt to sell something you didn’t believe in or knew nothing about? It never goes well.
So get your tea...
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Konrad Bartel
Business Consultant, South Africa
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Modern Sales Process Management
Somehow sales process management science stayed behind business management science development. The concepts of division...
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Maurice Hogarth
Consultant, United Kingdom
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Reason for Action
Motivated to… do what? Increase sale volumes or values… &c?
Consider: “a motive” = “a reason” & “ation” = action. “Moti...
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Jaap de Jonge
Editor, Netherlands
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Motivating Sales People
@Konrad Bartel: Because sales is always in contact with humans (customers), is it inherently much more creative and comp...
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Konrad Bartel
Business Consultant, South Africa
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Motivating Sales People does not Require Incentives
@Jaap de Jonge: Dear Jaap - I fully agree that human interaction is the basis of sales and my experience is not that it ...
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Steven Cooke, Philippines
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People are Still People. Pt1
Huge ranges in product types, business, consumer, and government needs and contracts require an equally large range of “...
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