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Learning Objectives
1.
2.
3.
4.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Learning Objectives
5.
6.
7.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Motivation
The force within us that activates our behavior.
It is a function of three distinct components,
Intensity, Direction, and Persistence.
Motivation
Motivation
Intensity
Professional Selling:
A Trust-Based Approach
Direction
Persistence
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Motivation - Intensity
Intensity refers to the amount of mental and
physical effort put forth by the salesperson.
Motivation
Motivation
Intensity
Professional Selling:
A Trust-Based Approach
Direction
Persistence
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Motivation - Direction
The extent to which an individual determines
and chooses efforts focused on a particular
goal.
Motivation
Motivation
Intensity
Professional Selling:
A Trust-Based Approach
Direction
Persistence
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Motivation - Persistence
The extent to which the goal-directed effort is
put forth over time.
Motivation
Motivation
Intensity
Professional Selling:
A Trust-Based Approach
Direction
Persistence
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Motivation
Intrinsic
When doing
the job is
inherently
motivating
Professional Selling:
A Trust-Based Approach
Extrinsic
When rewards
such as pay
and formal
recognition act
as motivators
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Non-Compensation Rewards:
Those beneficial factors related to the work
situation and well-being of each salesperson.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
3.
4.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Intrinsic
Sense of
Accomplishment
Pay
Job security
Personal Growth
Opportunities
Professional Selling:
A Trust-Based Approach
Extrinsic
Promotion
Recognition
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Financial Compensation:
Straight Salary
Advantages
- Salaries are simple to administer
- Planned earnings are easy to project.
- Salaries can provide control over salespeoples
activities, and reassignments are less of a problem.
- Salaries are useful when substantial development
work is required.
Disadvantages
- Salaries offer little incentive for better performance.
- Salary compression could cause perceptions of
inequity among experienced salespeople.
- Salaries represent fixed overhead.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Financial Compensation:
Straight Commission
Advantages
- Income is linked directly to desired results.
- Straight commission plans offer cost-control
benefits.
Disadvantages
- Straight commission plans contribute little to
company loyalty.
- Problems may also arise if commissions are not
limited by an earnings cap.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Progressive rates:
Rates that increase as salespeople reach prespecified targets.
Regressive rates:
Rates that decline at some predetermined point.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Financial Compensation:
Performance Bonuses
Advantages
- Organization can direct emphasis to what it
considers important in the sales area.
- Bonuses are particularly useful for tying rewards
to accomplishment of objectives.
Disadvantages
- It may be difficult to determine a formula for
calculating bonus achievement if the objective is
expressed in subjective terms.
- If salespeople do not fully support the
established objective, they may not exert
additional effort to accomplish the goal.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Financial Compensation:
Combination Plans
Advantages
- Combination pay plans are flexible.
- They are also useful when the skill levels of the
salesforce vary.
- Combination pay plans are attractive to highpotential but unproven candidates for sales jobs.
Disadvantages
- Combination pay plans are more complex and
difficult to administer.
- A common criticism of combination pay plans is
that they tend to produce too many salesforce
objectives.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Nonfinancial Compensation
Opportunity for Promotion:
The ability to move up in an organization along one
or more career paths
Sense of Accomplishment:
The internal sense of satisfaction from successful
performance
Sales managers should facilitate salespeoples
ability to feel this a sense of accomplishment
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Nonfinancial Compensation
Opportunity for Personal Growth:
Access to programs that allow for personal
development (e.g., tuition reimbursement,
leadership development seminars)
Recognition:
The informal or formal acknowledgement of a
desired accomplishment
Job Security:
A sense of being a desired employee that comes
from consistent exceptional performance
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Nonfinancial Compensation
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Sales Expenses
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Sales Expenses
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Sales Contests
Equal Pay
Team Compensation
Global Considerations
Changing the Reward System
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Sales Contests:
Recommended Guidelines
1. Minimize potential motivation and morale
problems by allowing multiple winners.
Salespeople should compete against individual
goals and be declared winners if those goals are
met.
2. Recognize that contests will concentrate efforts
in specific areas, often at the temporary neglect
of other areas. Plan accordingly.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Sales Contests:
Recommended Guidelines
3. Consider the positive effects of including
nonselling personnel in sales contests.
4. Use variety as a basic element of sales contests.
Vary timing, duration, themes, and rewards.
5. Ensure that sales contest objectives are clear,
realistically attainable, and quantifiable to allow
performance assessment.
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams
THANKS
Professional Selling:
A Trust-Based Approach
Module 8:
Motivation and Reward System Management
Ingram
LaForge Avila
Schwepker Jr. Williams