Sales Force Productivity Drivers: What Programs Motivate Salespeople?

Innate motivators and the peculiarities of the sales job contribute to sales force motivation. The third variable in the motivation mix is the programs that management uses for motivation. Management influences motivation both directly and indirectly. All of the sales force productivity drivers discussed in this book influence motivation to some degree. However, the drivers that affect it most directly are discussed in this section. Because individual personalities vary, the real challenge of motivation is to set up systems that address all or nearly all of the various personal needs residing in the sales force.

Following is a summary of the managerial programs that most directly ...

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