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Motivation Sales Staff And Communicating The Reward Systems

Introduction

"Motivating employees is vital if employers are to achieve maximum performance and productivity (http://www.employeebenefits.co.uk/cgibin/item.cgi?ap=1&id=1971, retrieved on 8th Oct 2007). There is a wide variety of methods available for motivating sales staff, from recognising employees' achievements by simply saying 'thank you' to more complex schemes which combine set targets with fixed rewards. Linking sales with commission in such a way can therefore assist organizational success. Staff training and incentive solutions play a vital part in increasing staff knowledge and motivation and in improving staff retention and operational quality and efficiency.


Overview of the organization

PC House Private Limited is a subsidiary of PCH Holdings (Pvt) Ltd., a well diversified local conglomerate that has interests in sectors such as computer hardware and software, pharmaceuticals, restaurant, office automation, consumer electronics, audio visuals, automobiles and property development.

PC House is a leading IT solution provider in Sri Lanka, offering customers the best options in computers and accessories with an innovative product portfolio and un-parallel after sales service. Starting its operation in Sri Lanka 10years ago, the philosophy of PC House is "to treat all customers as partners which means there is mutual trust, long term commitment and profits for both parties".

The success of this company had been the winning sales team. When managing sales, the organization has duly identified the fact that we need to set effective objectives due to reasons such as the growing competition, varying pricing strategies, quality of products and the external environment factors. Nevertheless, the factors relating to human capital have a greater impact on successive goal setting as it is the most dynamic aspect, which often changes from individual to individual. Personal attitudes and instincts will play a key role in reaching sales targets....