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Understanding Motivation Is A Key Requisite of the
Field Sales Manager
¨ Company Goals
¨ Job Satisfaction
1 The Job Itself - challenging, exciting, sense of accomplishment
2 Fellow Workers - are they responsible, intelligent, do they get on well
3 Supervision - do you listen to their ideas, and provide with things they need to do their job
4 Company Policies and Support - company benefits, sales training, promotional support
5 Pay - compared with other companies, incentives to increase sales
6 Promotion and advancement - opportunities for advancement
7 Customers - do they respect the sales people are they fair
“to be able to motivate people to peak performance we need to be able to find areas where organisational goals overlap individual needs and goals”
Motivation is encouraging people to WANT to do what YOU want them to do!
The Field Sales Manager needs to:
1 Gain an understanding what motivation is
2 Measure motivational needs and assess the job environment
3 Develop motivational programmes to improve performance
Maslow’s Hierarchy of Needs Theory
1 Physiological Needs
(food, shelter and sleep)
2 Safety needs
(protection, security, order)
3 Belonginess and Love Needs
(acceptance and affection)
4 Esteem Needs
(achievement, status, recognition)
5 Self-Actualisation Needs
(self-fulfilment, doing well at what one is suited to do)
Four Simple Motivating Factors
1 The Need to be Loved and Liked
2 The Need For Approval and Acceptance
3 Curiosity
4 The Search for Identity
INCENTIVES BEHAVIOUR NEEDS
Encourage In order to What
NEEDS
PEOPLE to SATISFY Their Do Your People Have?
Change their BEHAVIOUR NEEDS
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