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How to Motivate the Sales Force?
Oscar Peter, Business School Marketer, South Sudan, Member
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Being a sales manager, what are best practices of motivating your sales force and sales people?
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Clear Purpose and Sales Commission
srinivas, Lecturer, India, Member
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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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Poor Sales Commission Practices
Javier Elenes, Business Consultant, Mexico, Member
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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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How to Motivate Sales People
Jaap de Jonge, Editor, Netherlands
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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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