techniques of sales motivation

8/8/2019 Techniques of Sales Motivation

1/8

Techniques of salesTechniques of sales

motivationmotivation

KARTHIK RAVINDRAN ( 08D1011)ARUN KALLUPALAM (08D1006)

ADITYA AGARWAL(08D1003)ANKIT PODDAR(08D1004


2/8

MotivationMotivation

y Motivation - What is it?

y Sales motivation is not an object.

y It can not be passed from one person to

another.

y No onecan give it to you, or take it awayfrom you.


3/8

y Motivation is not something you have.

y It'ssomething you do. Think of motivation asaverb, not a noun.

y Asasales manager we often hear thecry, I need

motivating.

y Usually from asalesperson that was reactingnegatively to events or situations.

y They look to their manager or trainer to motivatethem.


4/8

Sales Motivation TechniquesSales Motivation Techniques

y Use it asaself motivation training tool.

y A short blast of positivity to get you backto aselling state.

y Gain an advantage over thecompetitionas you maintain aconfident selling state.


5/8

Five most effective techniques.Five most effective techniques.

y The manager personally congratulatesemployeeswho do agood job whenever they perform exceptionally well.

y The manager writes personal notesabout their goodperformance.

y The organization use performanceas the basis for

promotion.

y The manager publicly recognizesemployees for goodperformance.

y The manager holds morale-building meetings to celebratesuccesses.

y (Source: Dr. Gerald Graham, PhD. Management)


6/8

Employee motivation programsEmployee motivation programsincludesincludes

y 1) Positive reinforcement along with high expectations,provide training when necessary.

y

2) Treat people fairly, with respect, and honestly.

y

3) Understanding andaddressing employee needs.

y

4) Teach employees how to set work related goals.

y

5) Restructure or reorganize jobsand job descriptionswhen necessary.

y

6) Havea rewardssystem based on job performance.


7/8

TYPES OF REWARD PROGRAMSTYPES OF REWARD PROGRAMS

y VARIABLE PAY Variable pay or pay-for-performance isacompensation program in which a portion ofa person's pay isconsidered "at risk.

y BONUSES. They usually reward individualaccomplishment andare frequently used in sales organizations to encouragesalespersons to generateadditional business or higher profits.

y PROFIT SHARING Profit-sharing refers to thestrategy ofcreating a pool of monies to bedisbursed to employees by taking

astated percentage ofacompany's profits.

y STOCK OPTIONSPreviously the territory of upper managementandlargecompanies, stock options have becomean increasinglypopular method in recent years of rewarding middle managementand other employees in both maturecompaniesandstart-ups.


8/8

Reward programs by DELLReward programs by DELL

They offer acomprehensiveemployee

benefits package that allows you to :y chooseand build your own health plan,

y participate in health improvementprograms to maintain,

y improveand manage your health,y and improve your personal financial

bottom line via our 401(k),

y and incentivecash and/or bonus plans.

techniques of sales motivation

Documents