What counts most in motivating the sales force?
1. A clear sales task: ensure that the linkage between effort expended and actual sales results is good and tight
2. Need for achievement: salespeople who value achievement exhibit higher levels of performance than do salespeople who emphasize other values
3. Incentive compensation and recognition: incentive compensation makes a strong link between reward (and often recognition) and expended effort
4. Good leadership: goal setting, coaching, evaluation, empathy, and knowledge are leadership skills that can contribute to salesperson performance