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Motivating Sales People

Motivating Sales People

This document enables sales managers to accurately identify the motivational needs of their sales people in order to satisfy these needs. It consists of a questionnaire to be completed by the individual sales person and their sales manager to identify agreed areas of personal development for the sales person which will have a motivating effect on them.


The questionnaire consists of 64 pairs of statements. It is designed to be completed by the sales person and his/her manager. The outputs can then be used in discussions with the individual’s manager concerned with improving the individual’s motivation and therefore sales success.

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