Sales Management Final

Sales Management Final Exam

What’s the problem?

Sales management will always face the issue of motivation for its sales associates. Keeping sales associates engaged despite ongoing obstacles is an every day challenge. Some of the obstacles that sales leaders encounter are the following:

* “Tough economy

* Increase competition

* Shift in individual’s roles

* Change in the economy’s direction and vision” (Martini, 2011)

Because of this lack of motivation in the sales world, leaders have to be willing to address this problem head on and find creative ways to overcome it.

Why is it a problem?

Employees that lack motivation will not be able to achieve the company’s sales goals provided to them by management. When employees are motivated and engaged, management will receive their discretionary efforts. Discretionary effort is critical when it comes to achieving difficult goals in spite of the obstacles that exist. Many sales managers may lack the necessary understanding or experience to create a culture of engagement. Some may utilize unhealthy tactics to motivate their sales force. Such tactics may include intimidation, criticism, arrogance and micro-management.

By utilizing intimidation, some sales managers may realize short-term success, but they will not establish trust with their team. Successful sales managers understand the importance of developing trust among all team members. In addition, criticism can be a damaging tactic that some sales managers employ during difficult times. If criticism is not constructive in nature, then it can affect the self-esteem of the employee. When a leader regularly displays arrogance, it inhibits his/her ability to listen to the ideas and opinions of others. Arrogant leaders tend to believe they have all the answers, which can lead to micro-management. Most employees desire autonomy and the ability to express their ideas and opinions. Overbearing leaders are usually unwilling to provide the...