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Managing a Sales Team: Motivation, Performance and Staffing

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Added on  2019-09-22

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This report explores the role of motivation in managing a sales team, including theories of motivation and the link between motivation and performance. It also covers tools for monitoring sales team performance, such as key performance indicators, and strategies for managing staffing levels. The report includes an overview of the recruitment and selection process for salespeople, including the development of job profiles and person specifications.
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student[COMPANY NAME] [Company address]MANAGING A SALES TEAM
Managing a Sales Team: Motivation, Performance and Staffing_1
Table of ContentsIntroduction......................................................................................................................................21.1Theories of Motivation......................................................................................................21.2Link between Motivation and Performance......................................................................3Management of Sales Team Performance.......................................................................................42.1 Need to Monitor Sales Team Performance............................................................................42.2 Tools utilized in Monitoring Performance of Team..............................................................42.3 Role of Key Performance Indicators in Monitoring Sales Team Performance.....................42.4 Management of Performance Variances................................................................................52.5 Importance of Two-way Communication..............................................................................52.6 Support performance of Sales Team Members......................................................................52.7 How other people and teams in the organization may impact Sales Performance................5Management of Staffing levels in a Sales Team.............................................................................63.1Review staffing levels in the light of Organization’s budgets and strategy......................63.2Recruitment and Selection Process for Sales People........................................................63.3Development of Job Profile for Sales Person...................................................................63.4Development of person specification for a sales person...................................................73.5Contribution to Selection interviews.................................................................................7Conclusion.......................................................................................................................................71
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Introduction Motivation is considered as an effective tool to enhance the performance of the employees.Managing a sales team effectively based on the ability of the leader to motivate their teammembers. Motivation is of different types for different persons. By understanding the motivationfactors of different employees, a team leader can effectively motivate their employees. In thisreport, we will study the role of motivation in motivating the sales team members. Motivationbrings positive changes in the work performance of the team members which will ultimatelyenhance the sales level.1.1Theories of MotivationMotivation is considered the key factor to efficient selling. There are several theories whichguide us about what motivates people. Theories of motivation are following:1.Maslow’s Hierarchy Theory Maslow concludes that for motivating the individuals, their basic needs should befulfilled. The following figure explains Maslow Hierarchy of Needs:2
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1.Psychological Needs: At the base level, the psychological needs of individuals are food,shelter, air and warmth, etc. psychological needs should be fulfilled before focusing onthe higher level of needs (Kaur, 2013).2.Safety Needs: After fulfilling the psychological needs of the individual human beingdesires protection, security and health needs.3
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