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

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