Special Report on
Motivation of salespeople
Motivation of salespeople - Trends
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This paper builds on the drivers of change in selling and sales management as described in an earlier paper in this issue by Jones et al. (2005, this issue). The underlying theme of their paper (and, indeed, of all the papers in this Special Issue) is that due to a number of changes in the external environment, the nature of the sales position has changed dramatically in the past decade. One of the primary reasons the job has changed is that the relationship between the salesperson and the customer has changed. As detailed by Jones et al. (2005, this issue), customers expect salespeople to be more knowledgeable, respond ...
Recent polls suggest that the public continues to hold a dim view of the sales profession and to rate commissioned salespeople as dishonest and unethical (Gallup 2006). The public views commissioned salespeople as fast-talking, pushy, and insincere (Butler 1996). The real estate profession is not immune to these negative opinions as a recent Harris Interactive (Harris, 2006) poll shows only 7% of the respondents completely trust real estate agents and 20% do not trust agents at all. It is fair to say that the negative societal view of the sales role has reached levels at which one could ... Read More
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