Effects of Motivation on Sales Forces Performance: A Case of Ethio Telecom Business to Business Sales Force
No Thumbnail Available
Date
2018-10-14
Authors
Journal Title
Journal ISSN
Volume Title
Publisher
Addis Ababa University
Abstract
Employees are the most important factor in the success and failure of any organization. Keeping employees motivated could certainly be a huge challenge to even the most progressive organization today. The effectiveness of the sales force plays a crucial role in the success and growth of an organization. In order to attain the goals of the organization, it is essential that the sales force is highly motivated. Telecommunication industry is a service industry that provides telecommunication service thorough telecommunication system therefore increase the performance of the sales force is one sector of the company to increase the revenue.
This study focuses to analyze the effect of intrinsic and extrinsic motivational factors on the performance of Ethio Telecom Business to Business sales force. Well-structured questionnaire was used to collect data from the survey participants from seven sites of Ethio Telecom B2B sales persons. A total of 151 questionnaires were personally distributed for the sales persons and 136 of them completed and returned the questionnaire. The data was entered and analyzed using descriptive and inferential statistics by SPSS version 20.0. Descriptive analysis results are summarized in proportion, mean and standard deviation and presented in tables. In inferential statistics, correlation and regression analysis has been computed and the results show that from intrinsic motivational factors recognition and work itself; and from extrinsic motivational factors company policy, safety & security, relationship with supervisor, and compensation are positively and significantly affect B2B sales force performance.
Description
Keywords
Sales force Motivation, Business to Business sales force, Sales force performance