Chapter 2: Motivation, Leadership & Training Flashcards
Management
The art of implementing the right resources and methods on the right time so the team can do the right things at the right moment (Facilitating)
Leadership
Vision, Risk-taking, Inspiring (Direction of the company)
Manager
Lead, analyse data, setting objectives, review strategies, making decisions (Movement of the company)
What is required to motivate a salesperson?
Understanding his/her:
- Needs
- Drivers
- Goals
And creating circumstances around these that motivate them
Name the categories of Maslows hierarchy of needs
- Physical
- Social
- Self
Name the different Social needs in Maslows hierarchy of needs
- Belongingness and Love
- Esteem and status
Name the different Self needs in Maslows hierarchy of needs
Self-actualisation (Self-fulfilment)
Top 5 dissatisfiers of a salesperson
1) Bad management
2) No teamwork
3) Unbalanced workload
4) Unfair business practices
5) No real challenge
Motivation theory of Herzberg
A motivation theory that explains factors that influence job satisfaction and dissatisfaction
Motivation theory of Herzberg uses two factors to analyse the satisfaction of a salesperon - what are they?
- Extrinsic factors (Hygiene factors)
- Intrinsic factors (Satisfier (motivator) factors)
Name some examples of Extrinsic factors (Hygiene factors) of Herzberg’s motivation theory
- Working conditions
- Co-worker relations
- Policies and rules
- Supervisor quality
- Base wage, salary
Name some examples of Intrinsic factors (Satisfier (motivator) factors) of Herzberg’s motivation theory
- Achievement
- Recognition
- Responsibility
- Work itself
- Advancement
- Personal growth
Vroom’s Expectancy Theory
A psychological framework that explains motivation in terms of the relationship between effort, performance and rewards**
What is the baseline of Vroom’s expectancy theory?
It suggests that people are motivated to act when they believe their efforts will lead to attainable results
What is the formula for Vroom’s expectancy theory?
Effort x Performance x Rewards
Top 5 motivating factors for salespeople
1) Individual meetings with supervisor to discuss career, job problems, etc.
2) Regular accompaniment in the field by sales manager
3) ‘Merit’ promotion system
4) Participation in setting sales targets
5) Salesforce meetings / conventions
Name the types of financial incentives for salespeople
- Salary + commission
- Commission systems
- Promotion
- Sales contest
Name the different kinds of commission systems for salespeople
- Commission base KPI = Calculated based on KPI goals
- Comission rate % = Fixed amount paid per account
- Starting point for commission = defines when calculation begins
Which motivating factors do Sales Directors value more highly?
- Competitions / prizes
- Incentives based on target setting
Which demotivating factors do Sales Directors value more highly?
- Supervisor relations
- Personal problems
Which motivating factors do Sales Representatives value more highly?
Financial incentives
Which demotivating factors do Sales Representatives value more highly?
- Lack of advancement
- Lack of security
- Hours of work
Hershey & Blanchard’s Leadership theory
a flexible leadership model that suggests effective leadership depends on the ability to adjust one’s style based on the maturity and competence of followers
Name the different leadership styles of Hershey & Blanchard’s leadership theory
- Directing / Telling
- Coaching / Selling
- Supporting
- Delegating
Directing / Telling (Hershey & Blanchard’s leadership theory)
- Low Directive Behaviour
- Low Supportive Behaviour
Coaching / Selling (Hershey & Blanchard’s leadership theory)
- High Directive Behaviour
- High Supportive Behaviour
Supporting (Hershey & Blanchard’s leadership theory)
- Low Directive Behaviour
- High Supportive Behaviour
Delegating (Hershey & Blanchard’s leadership theory)
- High Directive Behaviour
- Low Supportive Behaviour
Ways to incorporate authoritarian leadership
- Explain rules
- Be consistent
- Respect your subordinates
- Educate your subordinates before enforcing rules
- Listen to suggestions from your subordinates
Effects of Authoritarian leadership communication styles
- Increase in productivity when leader is present
- More accurate solutions when leader is knowledgable
- Enhances performance on simple tasks and decreases performance on sophisticated tasks
