There is no doubt that attitude, intensity and motivation of your sales managers forces influence the general image and the performance of your organization. It is even possible to name the motivation as the key quality of the salesperson. The best sales representatives are those who are enthusiastic, tenacious, and dedicated to their jobs. Moreover, when it comes about professionalism, salesmen have to stay persistent and focused despite working in the stressful and dynamic environment. That is why the main task of the employer is to think outside of the box and to strengthen the motivation of his workers.
It should be noticed that generally motivation is a personal initiative combined with the efforts and a period of time you are ready to spend for the certain work or task1. That is actually the psychological aspect of the motivation. If to speak about the common responsibilities of the salesmen, for instance, it include preparing of the different sales presentations, contacting, calling or meeting with the potential clients, keeping aware with the latest managing technologies. It should be pointed out that the level of the efforts expended by a salesman on each job-related assignment will lead to some level of performance on some performance dimension. These dimensions include, for example, the profitability of sales, total sales volume, or new accounts generated.
The salespeople’s motivation to expend the effort on a certain assignment is determined by three sets of perceptions
Expectancies,
Instrumentalities,
Valence for rewards.
If to speak about the salesperson’s expectancies, meaning the person’s ability to evaluate the amount of the efforts needed to expend on some particular task, it should be emphasized that there are two ways to understand it. Expectancies are the perceptions of the salesperson about referring the dependence of job efforts and performance2.
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