Major challenges in salespeople's motivation in the times of market turbulences (Glowne wyzwania w obszarze motywowania sprzedawcow w okresie turbulencji rynkowych)

Krzysztof Cybulski ()
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Krzysztof Cybulski: Katedra Marketingu, Wydzial Zarzadzania Uniwersytetu Warszawskiego

Problemy Zarzadzania, 2012, vol. 10, issue 35, 21-36

Abstract: In order to endure the times of market turbulences in a relatively good shape the companies require effective sales teams. The motivation of the sales teams for execution of usually tense targets poses a substantial challenge faced in fact by all the sales organizations. On the one hand, they are faced with serious budget restrictions, which make it difficult, and sometimes prevent the active usage of financial motivation tools. On the other hand, one can observe among the managers poor knowledge of many really efficient immaterial motivation tools. Moreover, the managerial staff often give in to different kinds of misguided opinions related to good motivation of the subordinate sales meams, e.g. one of the most strongly entrenched points of view is the commonly widespread conviction about the acting force of tools of so-called negative motivation, such as the threat to lower the salespeople' incomes, e.g. their commission or work redundancies. Meanwhile, the surveillance of good practice in the field of management proves that the above mentioned "motivation instruments" very strongly dismotivate the sellers, which, especially in a long-term period, has an immensely destructive influence on the attitudes and behaviour of sales organizations' employees.

Date: 2012
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