Stalwart Industrial Products –

Motivating the Sales Force

Group 2:
Lloyd Fernandes – 2017026
Nikhil Gauns Dessai - 2017033
Chaitanya Korrapati -2017077
Nivedita Andhale - 2017162
Akshay Nadkarni - 2017195
Prajakta Nigalye - 2017233
 INTRODUCTION

• Stalwart Industrial Products, founded in 1935, manufactures high quality, durable tools

• Salesforce is a major asset as they drive sales for the company, and sales is clearly the
revenue generating function

• The business thrives on energetic, enthusiastic and hardworking sales employees

• The sales function of the company demands at least 14 hours of work per day to get
the job done

• The company has a web portal as well to receive orders, which is viewed by the employees as
a competition to themselves
ISSUES FACED

• Lack of motivation by Charlie, , the star salesperson

• Earlier, Accomplishing and meeting customers : 14 hours a day to 50-60 hours per week
• Slowing down when his help was needed: Need to get back to energetic and hardworking

• Salesforce was upset because of new web page addition

• Viewed as competition: No commission for acquiring new customers through website
• Productivity and morale was down

Hence, Tom’s, the sales manager aim was to find solution to please both Charlie and salesforce
 Motivating Sales Force
The 4 Main Factors

Nature of the Task Compensation structure

• Positive correlation between effort and • Incentive pay is a more effective motivator
attainment of results as compared to straight pay
• Time span of performance feedback • The ability of incentive pay to act as a
• Accuracy of individual results attributed to a motivator depends on the nature of the
salesperson task.

Personality Quality of Management

• Goal Setting- realistic and challenging.
There is a strong correlation between
• Evaluation- Timely & frequent
the degree of a person’s achievement to
• Coaching- Training, skill building etc.
his motivational levels.
• Empathize- Personal concern &
sensitivity.
• Know-How- Knowledge & well informed
• Implications

Long term employee

Empathy Recently had a child

Incentive Current employees are denied credit for new accounts opened
Pay through web portal
Structure Incentive structure to keep the salesforce motivated

Goal Performance based target

setting Adjustment of individual targets on unavailability of salesforce
THANK YOU