Contrary to popular belief, salespeople are not motivated by money alone. Researchers have demonstrated that three other factors strongly contribute to a salesperson’s motivation. These are Job Security, Task Autonomy, and Perception of Valued Contributor. Job Security To fully perform, salespeople need to believe their job is secure. They won’t be motivated to develop their…

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Perhaps the most examined structural motivation tool is the incentive structure of the compensation package. Managers have tinkered with this issue more than any other. Researchers have demonstrated links between incentives and performance more clearly than any other structural tool. A plethora of theory and data supports the impetus to tinker and research the compensation…

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How do managers motivate salespeople to perform? Much research has revealed a number of tools that managers can deploy to motivate their sales team. Some of the tools can be considered as structural in nature, affecting the manner in which the job is done; the company interacts with its salespeople; the salesperson perceives their job;…

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When it comes to sales management, there is a forgotten market segment crying out for professional help. This forgotten market segment are companies and organizations with sales/revenues in the $1 million to $25 million range. This includes manufacturing companies, distribution organizations and service firms. All of these companies depend on sales or some form of…

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