Study On The Incentive Mechanism Of Sales Team

Team management has become a thoroughly important idea in management.Sales team is a widely accepted structure to achieve sales growth,and it has been the critical element to the perpetual succession of the company.Challenges faced by most domestic organizations are how to motivate the team members,and initiate their participations in the team environment.Based on the literature of motivation and interviews,this paper firstly provides analysis on the nature of sales activities,characteristics of sales personnel and the uniqueness of the team therefore formed,coupled with further discussions,operational mechanism of the sales team is proposed.Secondly,survey has been conducted to investigate the preference of demand from different factors to sales team members.The factors as following are concluded to be the four main dimensions according to the participants in the survey:work and the team, company support,self development,and compensation and welfare.Advancing this finding, analysis of different genders,age group,qualifications and job positions suggests that team members' preferences to the four factors vary.Sales team incentive mechanism is then designed.This mechanism will be explored from three aspects:material incentives,mental incentives and performance evaluation.Material incentives present the compensation model and explain how it works.Mental incentives focus on self development,work and team incentive mechanism along with corporate support mechanism,by which to increase the sense of belong and communication.Finally,performance evaluation is a means to better exert the functions of material and mental incentives.Existing literatures usually concentrate on the individual,emphasis on personal initiative. However,this paper draws the attention to the team as a whole and its corresponding function, establish the facts on interviews and survey,and design the incentives mechanism of sales team,which is propitious to arousing motivation.This would be the management style namely "Do nothing to manage".