Five Key Insights for Better Sales Force Motivation

Provide Something for Everyone

Even in the most carefully selected sales force in a company with a strong culture and uniform policies, salespeople differ. Their natural makeup varies, and their desires and motivators change as they age and as their career matures. In order to keep the entire sales force motivated, management must have a varied program that covers all five motivators: achievement, social affiliation, power, ego gratification, and survival. Neglecting any motivator means that some salespeople are not fully engaged. The motivation program must have something for everyone.

Figure 9-6. Appealing to the Social Affiliation Motivator.
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