Motivation In A Sales Force Essay

1976 words - 8 pages

The idea of writing for the significance of motivation in a sales force came up to me when I read about the case of Kathryn.Kathryn works as a sales rep manager in Biolab pharmaceutical company that is a huge manufacturer of Ethical drugs noted for its biological and blood related products.Although she was expecting to get a promotion as a reward for her 3 year contribution in the firm, the results came up against her expectations. She didn?t manage to take the promotion as she was accused that she wasn?t able to motivate her sales reps as worked harder. On the other hand, Kathryn states that as her sales reps were new on the job and they are busy on learning the job and that when they learn the job they should try to work harder. She also believes that the compensation policies referring to sales department are very strong motives for sales reps to work harder.In a discussion that she has with her husband she decided to talk to her manager and explain him that she has worked very hard for the company. She is planning to mention him that the sales managerial literature of the company clarifies that the firm?s compensational policies provide the bulk of motivational thrust.Regarding Kathryn?s case, we observe a personality that has no motivational skills as she seems not to recognize and understand the value motivating others in order to perform well and add value to the firm. She seems to have no idea of what motivates people in a work field as she doesn?t bother to understand her reps and help them interested for the job, feel secure or well informed about growth and promotional opportunities recognizing their efforts, and showing empathy to their problems.Kathryn?s philosophies about motivation are mistaken. During the conversation with her husband Kathryn states that because she was the one that hired the sales reps, the one who trained them and sets all the compensation policies she has done her work above average.Although I agree with her that if the sales reps are new in the job, they first have to learn the job and then work harder on the other hand it is her responsibility to motivate them, teach them to work faster and triggering them to get interested for the job. And Compensations are not the only motive that will stimulate people to work harder.And there is confusion in her mind regarding motivation. Motivation is a topic of continuing psychological significance and is also one which continues to attract the attention of those who would influence and manage the motivation of other people in organizations. If somebody knows what motivates others, and then automatically he or she knows which buttons to press to make others work harder, he/she knows what levers to press to make its subordinates change attitudes and what rewards and sanctions will get others support for a particular package of changes ? so to influence behaviors in desirable directions.According to Masslow?s theory of needs sales people have firstly physiological, safety,...

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