Motivation compensation leadership and evaluation of salespeople
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Motivation, Compensation, Leadership, and Evaluation of Salespeople. Chapter. 17. Dudut Urip Prasetyo [email protected] 17. Chapter. 17- 2. Agenda. Motivation Compensation and Benefit Leader Style & Evaluation. Motivation of the Sales Force. Motivating salespeople at two levels

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Motivation compensation leadership and evaluation of salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Chapter

17

DudutUripPrasetyo

[email protected]


Motivation compensation leadership and evaluation of salespeople

17

Chapter

17-2


Agenda

Agenda

  • Motivation

  • Compensation and Benefit

  • Leader Style & Evaluation


Motivation of the sales force

Motivation of the Sales Force

  • Motivating salespeople at two levels

    • Motivation of the individual salesperson

    • Motivation of the entire sales force

  • Motivation is the arousal, intensity, direction, and persistence of effort directed toward job tasks over a period


The basic sales management functions

The Basic Sales Management Functions


The basic sales management functions1

The Basic Sales Management Functions

  • Directing average

  • people to perform at

  • above-average levels

  • Motivational

  • Compensation

  • Leadership


The motivation mix choose your ingredients carefully

The Motivation Mix: Choose Your Ingredients Carefully

  • The basic compensation plan

  • Special financial incentives

  • Nonfinancial rewards

  • Leadership techniques

  • Management control procedures


Compensation is more than money

Compensation Is More Than Money

  • Sales performance can be rewarded in three fundamental ways

    • Direct financial rewards

    • Career advancement

    • Nonfinancial compensation

  • Although a sales reward system is not the only means of motivating salespeople, it is the most important


Exhibit 17 2 examples of various salary plans

Exhibit 17-2: Examples of Various Salary Plans


Compensation is more than money cont

Compensation Is More Than Money, cont…

  • Three basic plans of financial compensation

    • Straight salary plan

    • Straight commission plan

    • Combination plan


Compensation is more than money cont1

Compensation Is More Than Money, cont…

  • Straight salary plan

    • Advantages to the salesperson

    • Advantages to management

    • Disadvantages to the straight salary plan

    • When to use the straight salary plan


Compensation is more than money cont2

Compensation Is More Than Money, cont…

  • Straight commission plans

    • Three basic elements of straight commission

      • Pay is related directly to performance

      • A percentage rate of commission is attached to the unit

      • A level at which commissions begin or change is established


Compensation is more than money cont3

Compensation Is More Than Money, cont…

Combination plans

  • Salary and commission

  • Salary and bonus: individual bonus or group bonus

  • Salary, commission, and bonus: individual bonus or group bonus


Compensation is more than money cont4

Compensation Is More Than Money, cont…

  • Bonus: individual or group

    • Across-the-board bonus

    • Performance bonus

    • Sales contests


The total compensation package

The Total Compensation Package

  • People choose a sales career for both nonfinancial and financial reasons

  • The salesperson receives numerous forms of nonfinancial compensation


Exhibit 17 4 salary and fringe benefits for a new representative

Exhibit 17-4: Salary and Fringe Benefits for a New Representative


Exhibit 17 4 salary and fringe benefits for a new representative1

Exhibit 17-4: Salary and Fringe Benefits for a New Representative


Nonfinancial rewards are many

Nonfinancial Rewards Are Many

  • Achievement or recognition awards

  • Transfer to larger, more challenging sales territories or promotion to key account management

  • Sales manager’s praise


Leadership is important to success

Leadership Is Important to Success

  • Leadership

  • The leader’s task and relationship behavior

    • Task behavior involves the leader in describing the duties and responsibilities of an individual or group

    • Relationship behavior is people-oriented


Exhibit 17 5 four basic leadership styles a sales manager can select from to influence salespeople

Exhibit 17.5: Four Basic Leadership Styles a Sales Manager Can Select From to Influence Salespeople


Motivation compensation leadership and evaluation of salespeople

Exhibit 17.6: A Sales Manager Can Choose One of These Leadership Styles Based on the Salesperson and the Situation


Sales management functions

Sales Management Functions

  • Planning

  • Staffing

  • Training

  • Directing

  • Evaluating


The basic sales management functions2

The Basic Sales Management Functions

  • Evaluating the past toguide the future

  • Performance criteria

  • Conducting sessions


Performance evaluations let people know where they stand

Performance Evaluations Let People Know Where They Stand

  • Management control system

  • Performance evaluation – what is it?

  • Reasons for performance evaluation

  • Who should evaluate salespeople?

  • When should salespeople be evaluated?

  • Performance criteria

  • Quantitative performance criteria

  • Qualitative performance criteria

  • Conducting the evaluation session


Exhibit 17 8 quantitative and qualitative performance criteria

Exhibit 17.8: Quantitative and Qualitative Performance Criteria


Performance evaluations let people know where they stand cont

Performance Evaluations Let People Know Where They Stand, cont…

  • Conducting the evaluation session

    • Both manager and salesperson should be prepared for the interview

    • Be positive

    • Actually review performance

    • Finalize the performance evaluation

    • Summarize the total performance evaluation

    • Develop mutually agreed-on objectives

    • Formalize evaluation and objectives


The basic sales management functions cont

The Basic Sales Management Functions, cont…


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