How to Motivate the Sales Force?

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Sales Management > Best Practices > How to Motivate the Sales Force?

How to Motivate the Sales Force?
Oscar Peter, Business School Marketer, South Sudan, Member
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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  Clear Purpose and Sales Commission
srinivas, Lecturer, India, Member
  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.

  Poor Sales Commission Practices
Javier Elenes, Business Consultant, Mexico, Member
  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.

  How to Motivate Sales People
Jaap de Jonge, Editor, Netherlands
  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.

  Apply Principles of Interdependence Economy
Carlo Maranzano, Strategy Consultant, Italy, Member

  Organisation Support of the Sales Force
Helen Strong, Business Consultant, South Africa, Premium Member

  Engagement of Sales Team
William E. Linzey, Business Consultant, United States, Member

  Modern Sales Process Management
Konrad Bartel, Business Consultant, South Africa, Member

  Reason for Action
Maurice Hogarth, Consultant, United Kingdom, Premium Member

  Motivating Sales People
Jaap de Jonge, Editor, Netherlands

  Motivating Sales People does not Require Incentives
Konrad Bartel, Business Consultant, South Africa, Member

  People are Still People. Pt1
Steven Cooke

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