Sales force management: money isn't everything

To obtain maximum performance from salespeople, firms must identify and emphasize the specific motivations, other than money, which drive each individual's activity. Salespeople usually are motivated by a need to control, accomplish, belong, personally develop, be secure, or be involved. Each n...

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Bibliographic Details
Published in:Sales & marketing management 1991-05, p.10
Main Authors: Greenberg, Jeanne, Greenberg, Herb
Format: Magazinearticle
Language:English
Subjects:
Commissions
Compensation
Employee awards
Employees
Incentive plans
Motivation
Productivity
Sales culture
Sales management
Salespeople
Sawyer, Diane
Tisch, Larry
Online Access:Get full text
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Summary:To obtain maximum performance from salespeople, firms must identify and emphasize the specific motivations, other than money, which drive each individual's activity. Salespeople usually are motivated by a need to control, accomplish, belong, personally develop, be secure, or be involved. Each need requires a different type of compensation approach and strategy which will provide recognition of achievements and engender job satisfaction.
ISSN:0163-7517