Date: Monday, 09 December 2002
Figure 1 Motivation mess (adapted from OUBS 'On being a manager) 4
WHAT MOTIVATES A SOCOMEC LTD SALES ENGINEER? 4
Table 1 What motivates Socomec Ltd sales engineers? 4
SOCOMEC LTD'S MOTIVATORS 5
WHAT DEMOTIVATES A SALES ENGINEER? 6
Table 2 Demotivators within Socomec Ltd 6
Figure 2 Expectancy theory (Various) 7
Figure 3 Maslow's Hierarchy of Needs (Maslow 1970) 8
Table 3 Recommendations of report to be implemented 9
EXAMPLE OF SUGGESTED PAY GRADING TO BE IMPLEMENTED. 10
Table 4 Sample grading system for discussion 10
The aim of this report is to assess the motivation levels of the Southern Region Sales Team .
We will examine the methods used for motivation by Socomec Ltd and assess their relevance as a whole and as applied to individuals. Once we have identified the problem areas, we will suggest points to improve the motivation levels.
We found that motivation was a very messy value to monitor or even measure. A lot of interdependent factors affected how people felt daily, let alone monthly. Everyone was motivated by slightly different factors but all motivators were a function of the studied person's values, beliefs and morals.
The current sales team are dynamic and successful. They have grown the turnover from zero to ÃÂ£2.2m in nine years making Socomec the market leader in switchgear sales within this region
On the surface the team are highly motivated!
The first thing to understand is that defining a person's motivation level or trying to isolate what motivates an individual is very abstract. This is because the element of motivation has many parts, which are hard to describe. A lot of those elements could be feelings that are very personal...