Dr. David Ackah, PhD.
Golden Sunbeam International College of Science & Technology,
Abstract
The objective of the study is to review the effects of motivation of sales force on sales productivity at Reality Vacation Innovation (RVI). It was also to find out how incentives influence workers’ approach to work and their performance. To achieve these goals, a questionnaire was designed based on the objectives and was administered among various sections of the company. The research made extensive use of both primary and secondary data. Interviews were also conducted to find out information on incentive package for the employees of RVI. The findings of this study revealed that alongside monetary incentives, another key motivating factor was staff involvement in decisions taking and in matters affecting them. Staff involvement made them feel very much a part of the company to give off their best. This is because without their cooperation and support, a great deal of managerial energy may be wasted in trying to get them do the right things. The study concluded that there was a strong and positive relationship between staff motivation and [productivity, It therefore recommended that efforts should aim at motivating staff of all levels in order to increase productivity. This study revealed that the workers motivational processes at RVI have not gone through any major changes since most of the employees have been very happy with the way they are motivated from the day the organization was established. Nevertheless, it also important for management not to rest on their oars but to keep seeking new and more innovative ways through which workers can be continuously motivated in order to perform optimally.
Keywords: Sales Motivation, Sales Productivity, Motivation of Sales Forces
