Individual Motivators: What Are People Like?

A Tale of Five Salespeople

Martha, a district sales manager, attended a motivation seminar and felt reenergized. After the seminar, her regional manager asked her to write a workshop summary, including recommendations for motivating her sales force. For the write-up, Martha used the approach she had learned at the seminar. Her notes about her salespeople, including their national standing in year-to-date sales, appear below.

Ann, ranked fourth in the nation. Ann ignores our quota and sets her own goals much higher. She has gone on the big incentive trip every year since she joined the company. She talks to me only if she has a concern about the sales materials. She told me that the selling tips page ...

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