Career Satisfactionof Sales Professionals: Inputs to Salesmen’s Motivational Program

Abstract

Sales Management function is important to the successful implementation of business strategies. Sales Management practices influence on the salespeople’s motivation, satisfaction and performance. Sales career are almost certain to make more money in salesthan in technical or administrative jobs. Companies need to make sales to survive, and usually reward successful sales people highly, to ensure that they stay in the job. Accordingly, it's fair because the better the sales person, the more he or she willearn. It is commonly accepted that the best sales people are successful whereverand that they go don’t move jobs very often. This is certainly true, but rarely does someone have a perfect career track record in sales. There are a lot of internal and external factors that can get in the way of consistently achieving quota and even the consistent top sales achievers have blemishes in their career history. Because of the high level of competition for sales talent and the scarcity of sales people who can consistently produce, it is critical not to reject capable candidates for the wrong reasons. Sales people need to be motivated about the sale goal, to work toward the goal and to get the extra mile reach beyond goals. In the same way, they need to be motivated about their overall performance an ongoing basis. The hard part is identifying how to motivate salespeople and influencing salespeople through motivation. This study, career satisfaction of sales professionals as inputs to a motivational program for sales people aimed to assess the satisfaction level of salesmen had anchored to the given work motivation. The respondents of the study came from the three corporate sectors: Automotive, Real Estate and Pharmaceutical Companies. Descriptive study utilized the survey questionnaire to assess the satisfaction level by means of Herzbergs Two-Factor Theory of Motivation (Motivator and Hygiene Factors. To have scientific result the following statistical tools such as percentage, weighted mean and chi-square were used.