Introduction
''How do I motivate my sales force?'' is one of the most common sales force questions asked by sales managers and executives. The good news is that management efforts to improve motivation can clearly accelerate sales force performance. This chapter describes various ways in which management can energize individual salespeople and the sales force as a whole.
People differ; they have various capabilities, experiences, and financial needs. Motivating salespeople requires attention to individual characteristics. Good managers empathize with their people and support them by giving attention to their individual needs. However, designing comprehensive programs for motivating salespeople must move beyond the individual level. A general ...
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