Because of the stressful and highly dynamic nature of the environment in which salespeople operate, it is imperative that sales managers be aware of the many factors that influence salesperson’s ability to perform. One of the most critical factors in promoting optimal performance is motivation. As a sales manager it is necessary to have a comprehensive understanding of the process of motivation as well as how it can be applied to the sales force. It is equally important to understand environmental factors as well as inside company factors that affect motivation. Performance management must recognize that people are motivated by empowerment, goals and positive feedback.
Read chapter 7 in the textbook.
How do you motivate sales representatives when money is not effective? What can a sales manager do to motivate the successful salesperson?