Professional Documents
Culture Documents
action
time.
Why the concern What are the
for sales force different theories
motivation? of motivation?
Motivation Tools
Number Percent
847 86%
341 74%
757 54%
431 51%
828 37%
458 37%
743 34%
INDIVIDUAL NEEDS
Maslows Related
Hierarchy Sales Force
of Needs Motivators
Self- Challenging tasks
actualization calling for creativity
Self-
actualization
in service to
society
Safety
Physiological
Affiliation (belonging)
What Makes Great Salespeople?
The Competitor
The Ego-driven
The Achiever
The Service-oriented
Source: Adapted from William C. Moncrief, Selling Activity and Sales Position Taxonomies
for Industrial Sales Force, Journal of Marketing Research, August, 1996), pp. 266-67.
Typical Sales Job Activities
Job Dimension Activities
Source: Adapted from William C. Moncrief, Selling Activity and Sales Position
Taxonomies for Industrial Sales Force, Journal of Marketing Research, August,
1996), pp. 266-67.
Motivation
Career Stages
Does everyone go through these
stages?
What can be done to address the
concerns of management at each
stage?
How can sales managers address
the management concerns at each
stage?
Career Stages
Age Range
Proportion of 20 30 40 50 60 65
Career Concerns Sales Force
Exploration 14%
Establishment 29%
Maintenance 42%
Disengagement 15%
Sales 60%
volume 55%
quota
Large firms
Bar 2
32% Sales >$40M
Profit-
based 14% Small firms
Sales < $40M
Bar 1
quotas
28%
Activity 14%
quota
Percentage of
Type of Award Firms Using
Cash 59
Selected Merchandise 46
Merchandise Catalog 25
Travel 22
Giving Status to
Salespeople