External motivation

Increase of internal motivation of sellers considerably increases sales. But such motivation without external support goes after a while on recession. Therefore it is very important that in the company the system of external motivation also has been well organised. And what well organised system of external motivation means? And how it differs from badly organised?

For this purpose let’s understand at first: what is the motivation as a way of influence on behaviour of the person. Motivation as a way of influence on the person. Result of this motivation always is certain action from outside motivated.

The one who motivates puts clear for motivated aim. Gives understanding of that, WHAT FOR the one whom motivate needs to achieve the object. And further supervises degree of achievement of this purpose, supporting the actions approaching to this purpose and negatively supporting (punishment) the actions deleting from the purpose.

Why the motivation can not work:

1. The purpose is not clear for that person with whom we motivate
2. To it not clearly WHAT FOR to reach it
3. We do not have tools for its achievement
4. Our actions towards purpose achievement in any way are not supported, we donot understand whether our actions are correct and start to behave proceeding from the personal representations.
Having transferred it on system of motivation of sellers, it is well visible what basic errors happen.
Errors in system of motivation of sellers.

The purpose is not clear. It arises often in situations when managers receive only percent from sales volumes. It, as a matter of fact, let know: «sell how much you want, only how much you will sell, so much and you will receive». And it is final, there are purposeful sellers, at which «in blood» infinite escalating of turns. The majority put the purpose corresponding to their claims, or starts «to play a lottery». In the first case is a seller whom, having sold «to himself for the salary», namely to income level which it seems to it already “good”, relaxes. In the second case sellers start to aspire to “big roll”. Т.е start to work only with those companies and clients which can bring at once many money. But as such companies for attraction demand too much time. Moreover if sellers are not so that also are able to involve such companies they and arrive in «miracle expectation» – the large transaction.

In this plan of more clear for the seller the purpose is the plan of sales, i.e. definition of monthly, quarter, annual volume (depending on specificity of sales) which seller should execute.

Not clearly WHAT FOR aim to reach

The such error is present at systems of motivation of sellers where the plan of sales is established, but there are no bonuses for its performance. And also where compensation for result does not correspond to efforts of the seller, necessary for achievement of this result. For example, if the seller is engaged in active sales and for search and attraction of one client the minimum is necessary month to him. For example, it is connected by that process of decision-making by the client about the cooperation beginning on such sales is very long.

Today it is quite easy to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.

And some general tips – today the online technologies give you a really unique chance to choose what you want at the best terms which are available on the market. For example, search for appointment setting companies. You will be surprised how quick you can find variety of products and prices for them. Strange, but most of the people don’t use this chance. In real practice it means that you must use all the tools of today to get the information that you need.

Search Google or other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and join the discussion. All this will help you to create a true vision of this market. Thus, giving you a real opportunity to make a wise and nicely balanced decision.

And also sign up to the RSS on this blog, because we will everything possible to keep updating this blog with new publications about appointment setting industry.

Tagged as: appointment setting, appointment setting service, b2b, Business, business 2 business

Related posts:

1. How To Develop Working System Of Motivation Of Sales
2. UNDER WHAT CONDITIONS THE COLLECTIVE MOTIVATION ON SALES WORKS?
3. Motivation In Department Of Sales
4. Building Of The Motivation In Sales
5. Voice And Increase In Sales.