WEEK THREE QUESTIONS

How may goals and quotas be used to motivate a sales team? When does motivational pressure become too onerous for the members of the sales team? What types of rewards may be used by a sales manager? Is compensation motivational? Why or why not?

Why is it important for the sales team to remember the overall goals of the organization? How might a manager instill the importance of organization level objectives in the sales team? What are the organizational considerations that a sales team must be aware of?