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The question of motivation and work stimulation is in general the basic question of management in any area of business. But on sales it is shown most boldly: have picked up the correct scheme of motivation – sales grow, were mistaken – sales fall; all relationships of cause and effect clearly. And, probably, only on sales so the most different experiments in motivation sphere more often are made – it would be desirable as better!
Let’s talk about the high: who such ideal seller or the manager on sales? The answer is obvious: the one who is able to sell and wishes to receive for it money. And then the situation with stimulation of work of such expert becomes absolutely clear: the more you pay, the better the person works. Just in this case the fixed part of the salary can be very small and all thoughts of the worker will be directed on high sales as on them and individual plan and “percent” “is fastened”. All is very simple, isn’t that so?
Objectively there exist disbalance between quantity on a labour market of people with the necessary professional both personal qualities and requirement of business for them. And it means that even in that case when all in the organisation are necessary people on the given position, sometimes it is impossible to find and involve in the company.
The management sounds the requirements so: «brisk, sociable people with presentable appearance are necessary», and the HR-expert, not quite precisely having understood, the head puts what sense in concepts “brisk” and “sociable” and having been ashamed (without having guessed) to ask again, is guided exclusively by «presentable appearance» or any own preferences not always approaching to a concrete situation. Thereof in sellers or managers on sales «not those people» quite often come.
Not too fair performance by a management of the obligations. This phenomenon often enough meeting in our validity, «in the people» is called «to clamp percent». The scheme is simple: initially there is an arrangement for certain percent, but then, accidentally, the percent varies towards reduction. Sometimes the similar occurs very obviously, and the deceived seller or the manager on sales leaves the company having shut the door with a bang. And sometimes it is possible to deceive very long, but the truth all the same comes up outside and the seller or the manager on sales loses any motivation to effective work.
Rigid competition between sellers or managers on sales and inevitable conflicts resulting from it. Probability of that in the company where in a priority there is an individual system of motivation, the world, rest and friendly atmosphere will reign, is close to zero (unless the management has taken care about all clear rules of interaction between employees). For this reason the management of time is rather afraid to enter “the rigid-individual” scheme of motivation.
Today it is quite simple to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.
And a final piece of advice – today the Internet technologies give you a really unique chance to choose exactly what you require at the best terms which are available on the market. For example, search for appointment setting companies. You will be surprised how fast you can find range of products and prices for them. Strange, but most of the people don’t use this opportunity. In real life it means that you should use all the tools of today to get the info that you need.
Search Google or other search engines. Visit social networks and have a look on the accounts that are relevant to your topic. Go to the niche forums and participate in the online 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.
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