Motivating the Sales Representatives and Interview Technique - Assignment Example

Each representative should realize his/her responsibility and must know his role as well. This can be done through verbal and oral sessions with the representatives. They should be shown the best and worst sales of the past resulting from individual performances. The sales representatives should know what is expected from them and how they can achieve their goals.

Team Work: As there is a geographical overlap between the sales representatives’ allotted areas, they should be asked to work together and prepare a plan to work together to increase their sales. The teamwork will get those new ideas and more involvement in their work.

Reward-Based Incentives: It must be clear to everyone that the rewards will be given to those who perform well. There should not only be monetary rewards but also nonmonetary rewards as well. They will be appreciated through a circular inside the company for their best performances (S. Benson & McDermott, 2012). The sales representative should be given a target to achieve in a given period and on the achievement of these targets they should be given rewards which may b in the form of monetary compensation or some awards can be given to them.

Motivating the Sales Representatives:
Training & Development: Providing the sales representatives, with training will motivate them as they consider themselves to be an important part of the company and that the company is investing in them. This will make them concentrate more on their geographical areas and convince their dealers. Training will reduce their chances of error and allow them to work better (Tai, 2006).

Team Work: Working together will let them feel relaxed and work according to their need. They can get better ideas by working together and can involve themselves more in the work. Teamwork will motivate them intrinsically as they feel less stressed (F. Elloy, 2008).
Reward-Based Incentives: Once the sales representative knows that they will not get only the basic pay but their performances will get them some extra benefits as well. This will motivate them to work hard and achieve their objectives on time. This system will make them motivated to work not only on their normal task but also on some additional tasks as well. They will have their target in mind which enforces them to work hard and get the desired result. Read More