Research Brief: Motivating the Sales Force [Spring 2012 Chapter Focus]

9 July 2012

FILED UNDER:

This spring's Sales Management Association chapter meetings in Chicago and Atlanta included panel discussions on "Motivating the Sales Force." [Our spring meetings were the first featuring a common topic, something we'll continue as we add new chapters (including Houston and Twin Cities in the fall).] In support of these sessions, The Sales Management Association also conducted research on sales force motivation.

Attendees in both cities filled out a survey about motivating the sales force. This was the first time we’ve attempted to support these meetings with research. As such, our response rate was low (at 38 responses; only about one-third of meeting attendees completed the survey), though future efforts will build as we get the research promotion process working more efficiently, and as we launch more chapters. Summary findings include:

  • Sales force coaching is the single most important factor contributing to sales force motivation, according to survey respondents – yet respondents rank their organization’s coaching effectiveness as very low.
  • Sales management is marginally more motivated than their salespeople, but the salesforce’s motivation has improved over the past 18 months to a greater degree than management’s.

The full research findings are presented here in slide format.

You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.
Upgrade your membership

Resources available on this research


0.0 out of 5.0 based on 0 ratings.

Become a member

Become a member