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Motivation in Sales

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Nicola Wilson

This document discusses theories of motivation and how organizations motivate their employees. It summarizes Herzberg's two-factor theory which separates job factors into hygiene factors like pay and working conditions, and motivators like achievement and recognition. It also lists examples of how different companies motivate workers through bonuses, fun activities, good working conditions, appreciation, and flexibility. Finally, it outlines eight leadership factors that can motivate employees to go above and beyond, such as taking responsibility, mentoring, granting freedom, and addressing mistakes quickly.

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Motivation in Sales
Motivation in Sales
MASLOW‘S HIERARCHY OF NEEDS
HERZBERG‘S TWO-FACTOR THEORY Extrinsic conditions or job context include pay, status, working conditions. The presence of these conditions does not motivate the person but the absence results in dissatisfaction. Also called hygiene factors Intrinsic conditions or job content include feelings of achievement, increased responsibility and recognition. The absence does not lead to dissatisfaction but when present they build levels of motivation that result in good job performance. Also called motivators.
HOW ORGANIZATIONS MOTIVATE THEIR WORKERS -  K A R AT B A R S I N T E R N AT I O N A L : X M A S B O N U S / B DAYS / -  H U B S P OT: M I N I C E O P RO G R A M M E -  BERYL COMPANIES: PYJAMA DAY (FUN ENVIRONMENT) -  GOOGLE: WORKING CONDITIONS -  US ARMY GENERAL: 2000 HAND-WRITTEN „THANK YOU LETTERS“ -  PONTIFLEX: NAPPING -  A P P L E : A B I L I T Y TO E X P R E S S T H E M S E LV E S -  AIESEC POLAND: „MISYIEK“ SYSTEM
Motivation in Sales
8 LEADERSHIP FACTORS THAT MAKE EMPLOYEES GO THE EXTRA MILE 1.  Think Cool Hand Luke. 2. Take the High Road. 3. Be Transparent. Period. 4. Success is Due to the Team. 5. Failure is the Leader’s Fault. 6. Mentor, Not Bully. 7. Grant Freedom. 8. Cure Mistakes Fast.
Motivation in Sales
Motivation in Sales

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Motivation in Sales

  • 4. HERZBERG‘S TWO-FACTOR THEORY Extrinsic conditions or job context include pay, status, working conditions. The presence of these conditions does not motivate the person but the absence results in dissatisfaction. Also called hygiene factors Intrinsic conditions or job content include feelings of achievement, increased responsibility and recognition. The absence does not lead to dissatisfaction but when present they build levels of motivation that result in good job performance. Also called motivators.
  • 5. HOW ORGANIZATIONS MOTIVATE THEIR WORKERS -  K A R AT B A R S I N T E R N AT I O N A L : X M A S B O N U S / B DAYS / -  H U B S P OT: M I N I C E O P RO G R A M M E -  BERYL COMPANIES: PYJAMA DAY (FUN ENVIRONMENT) -  GOOGLE: WORKING CONDITIONS -  US ARMY GENERAL: 2000 HAND-WRITTEN „THANK YOU LETTERS“ -  PONTIFLEX: NAPPING -  A P P L E : A B I L I T Y TO E X P R E S S T H E M S E LV E S -  AIESEC POLAND: „MISYIEK“ SYSTEM
  • 7. 8 LEADERSHIP FACTORS THAT MAKE EMPLOYEES GO THE EXTRA MILE 1.  Think Cool Hand Luke. 2. Take the High Road. 3. Be Transparent. Period. 4. Success is Due to the Team. 5. Failure is the Leader’s Fault. 6. Mentor, Not Bully. 7. Grant Freedom. 8. Cure Mistakes Fast.