Source: www.accenture.com
Topic: Sales Motivation
Sort Desciption: motivation among a company's sales staff is. important for two reasons. First, organiza ... of human motivation, sales executives. can put in place a more holistic ...
Content Inside: 1 Outlook 2007 Number 3 The journal of high-performance business This article originally appeared in the September 2007 issue of Compensation How to motivate your sales force to great performance By Richard J. Bakosh Its not just about the paycheck. Effective incentive compensation management is based on an understanding of basic human motivationon the importance of trust, self-esteem, social recognition and improved chances to fulfill ones potential. What motivates a sales force? Its an age-old question, of course. But these days, its arguably more important than ever, as organizations in many industries and different parts of the world face critical talent shortages that could impede ...
