Motivation, Leadership and Compensation

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Group Members

HINA SAFDARNADIA MASUDMOMINA TAHIR

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SEQ OF PRESENTATION

Motivation by Hina SafdarLeadership by nadia masudCompensation by Momina Tahir

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SALES MANSHIP

DEFINITION OF MOTIVATION

motivation is to give reason, incentive, enthusiasm, or interest that causes a specific action or certain behavior. Motivation is present in every life function. Simple acts such as eating are motivated by hunger. Education is motivated by desire for knowledge

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TYPES OF MOTIVATION

• INTRINSIC• EXTRINSIC

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SALES MOTIVATION:

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QUICK TIPS FOR INCREASING SALES

• Use the first 10 minutes after coming back from lunch to make prospecting calls.

• Contact all of the customers who have purchased from you in the past, but for some reason you're no longer contacting.

• Ensure you contact every customer at least twice as often as they normally buy.

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CONT…

• Ask every customer you have who else they know that could benefit from what you sell.

• Unless a prospect has been willing to provide you with some information or has done something for you, they're only a cold prospect. Don't let them take your time.

• When you conclude a phone call with a customer, always suggestive sell one more specific item or service.

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Motivational Methods and Theory

• Motivational and inspirational quotes, poems, posters, motivational speakers and stories, team building games and activities, all develop employee motivation for sales and business staff in all kinds of organizations. Motivational and inspirational experiences improve employees' attitudes, confidence and performance.

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MOTIVATIONAL team building

Team building games and activities are motivational

saying thanks is hugely motivational

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•motivational team buildingteam building games and activities are motivationalsaying thanks is hugely motivational

BUILDING CONFIDENCE FOR MOTIVATION

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MOTIVATIONAL QUOTES

• We cannot solve our problems with the same level of thinking that created them." (Albert Einstein)

• "It is amazing what you can accomplish if you do not care who gets the credit." (President Harry S Truman)

• "In the midst of winter, I finally learned that within me there lay an invincible summer." (Albert Camus, 1913 - 1960, French author & philosopher)

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Definition

• Leadrership is welded to performance.Effective leadrerx are those who increase there companyx bottom line

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SECRETS OF LEADERSHIP

• unwavering courage: selling successfully requires courage• self control: take disciplined action

each day is a key attribute of all successful salespeople

• a keen sense of justice: Knowing right from wrong

• the habit of doing more than paid: for Want to sell more? Go the extra mile for your clients

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• A pleasing personality :people prefer those who are sweet In nature rather dan those who are rude and nasty

• Sympathy and understanding: selling is about understanding what people do and then helping them to do it better

• Corporation: one cant do it alone … it is a collaborative effort:.

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10 smart ways for leadership

1. Instead of saying you care, show them.2. Have a vision and inspire people by

staying true to your vision.3. Be passionate when talking about your

vision.4. Clearly communicate to others how

you expect them to fulfill that vision.5. Listen to their concerns.

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Conti…6. Communicate how following your vision

benefits them.7. Surround yourself with people who are "wind

beneath your wings" and, as best you can, eliminate or minimize contact with people who bring you down.

8. Delegate tasks that help others discover and maximize their talents.

9. Show appreciation -- a sincere, written "thank you" can be a major (and no cost) motivator.

10. Keep your word

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CHALLENGES OF SALES LEADRESHIP

• The majority of sales leaders, new and experienced alike, say they do not have sufficient time or the resources to train and develop their sales teams.

• Every sales leader who places an increasing emphasis on performance management will create more productive sales teams.

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DEFINITION• Compensation is what employees

receive in exchange for their work, including pay and benefits.

Theory of compensation

• A theory of sales force compensation• choosing of theory of sales force

compensation for profits• types of compensations (straight and

combination)• several structural parameters that affect the

compensation plan and show that the implication of changes in some of these parameters is consistent with those mentioned in the sales management.

• (i) uncertainty, (ii) marginal cost of production, and (iii) attractiveness of alternative job opportunities for the salesperson

• he objective of a sales compensation plan is to drive appropriate behaviors

• Whatever your company goals and expectations for your sales team are, you’d better take time to figure out how you can show the salesperson what’s in it for him.

comp plan 1. There are two indispensible aspects of selling

a comp plan to your sales team:a) You have to help the salesperson understand

the things that you’re going to change that will help him sell more – increased marketing spending, new, more competitive products, more leads, new accounts, etc.

b) You have to help the salesperson look at how they spend their time and maximize the effectiveness of their efforts

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