How to Motivate the Sales Force?

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Oscar Peter
Business School Marketer, South Sudan

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.

  Paramathmuni srinivas Kumar

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

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  Jaap de Jonge
Editor, Netherlands

Motivating Sales People

@Konrad Bartel: Because sales is always in contact (...)

  Konrad Bartel
Business Consultant, South Africa

Motivating Sales People does not Require Incentives

@Jaap de Jonge: Dear Jaap - I fully agree that hum (...)

  Steven Cooke

People are Still People. Pt1

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

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