How to Motivate the Sales Force?

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Sales Management > Best Practices

Oscar Peter, Business School Marketer, South Sudan
Being a sales manager, what are best practices of motivating your sales force and sales people? Thanks for sharing your ideas and experiences. (...) Read more? Sign up for free

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  srinivas, Lecturer, India
 

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.

  Javier Elenes, Business Consultant, Mexico
 

Poor Sales Commission Practices

I agree with the importance of sales commission, but avoid 2 common not so good practices:
1. Donít limit the amount of commission. If a sales person sells a lot, he deserves a lot of commission.
2. Donít pay when the goods are invoiced; pay only when the invoice has been fully paid.

  Jaap de Jonge, Editor, Netherlands
 

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.

  Carlo Maranzano, Strategy Consultant, Italy
 

Apply Principles of Interdependence Economy

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  Helen Strong, Business Consultant, South Africa
 

Organisation Support of the Sales Force

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  William E. Linzey, Business Consultant, United States
 

Engagement of Sales Team

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  Konrad Bartel, Business Consultant, South Africa
 

Modern Sales Process Management

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  Maurice Hogarth, Consultant, United Kingdom
 

Reason for Action

Motivated toÖ do what? Increase sale volumes or va (...)

  Jaap de Jonge, Editor, Netherlands
 

Motivating Sales People

@: Because sales is always in contact with humans (...)

  Konrad Bartel, Business Consultant, South Africa
 

Motivating Sales People does not Require Incentives

@: Dear Jaap - I fully agree that human interactio (...)

  Steven Cooke
 

People are Still People. Pt1

Huge ranges in product types, business, consumer, (...)

 
More on Sales Management
Summary
Forum
5Cs of Sales Management
🔥Virtual Selling Process Due to Internet and Covid
Key Account Management
Best Practices
🥇Sales versus Marketing
🥈Sales versus Business Development
🥉B2B Sales of New Products
How to Motivate the Sales Force?
Sales Strategies | Selling Strategies
7 Steps of the Selling Process
Sales Methods, Models and Theories
Approaches for Sales Pipeline Management / Sales Funnel Management
How to Align Sales Strategies with Corporate Revenue Targets?
How to Implement Strategic Account Management?
Integrating Sales and Marketing
Metrics for Tracking Sales Performance
Understanding the Buying Process in Major Accounts
Special Interest Group Leader

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