Erick Wilson and his business partner Richard Hyche are facing management problems regarding the motivation of his sales team within their retail furniture store. Hughes Furniture is a multinational corporation with multiple production facilities that are located throughout the Midwestern and Southeastern United States. Erick and his business partner agreed to open a retail chain store in their local community due to the demand for furniture in the North Carolina area. (Carson & Ishee, 2007) Through this, these problems have arisen due to the idea of an updated compensation proposal related to the sales of a Furniture Protection Policy (FPP) that is sold with their furniture. This policy would allow the organization
to benefit from high profit margins and could also cut the cost in terms of administrative, warehousing/ delivery expenses. The compensation proposal has questioned the judgment of Erick and Richard. Concerning his sales force, Erick should choose his “top salespeople” over the
“most popular salespeople” to be a part of the core group that will be motivated by the opportunity. Without the sales team’s approval, Erick and Richard will not benefit from the FPP sales and the projected profit margins and low costs. (Carson & Ishee, 2007) The reason why is that the top performers are motivated by new goals and achievements that will help the organization reach its full potential regarding sales performance, productivity, and willingness to adapt. Motivation is what drives individuals to achieve short-term and long-term goals. According to the
lecture on Motivation, “motivation is the process of arousing and sustaining goal-
directed behaviors.” (Credo, 2024) For instance, managers of an organization focus on encouraging individuals around them the will to engage in a certain behavior and sustain that behavior. Motivation in the workplace is not only good for individuals but it is also beneficial to organizational goals. Having chosen the top salespeople, I would recommend motivating them regularly through contests that involve multiple prizes/winners to always keep them motivated to achieve more and satisfaction with accomplishing goals. Having multiple prizes for as many top salespeople are on the sales teams allows for a productive team that trusts the decisions of management. It also allows the business to reach its organizational goals. According to an article on, The Benefits of Highly Motivated Employees
, a company that focuses on motivating its employees and enhancing the employee experience will see several benefits from doing so. (Schooley, 2023) To be sure of the decision, implementing more extensive sales training that focuses on getting through the objections with facts and benefits for a product/service will be beneficial to FPP sales.
According to an article on, Top 10 Objection Handling Training Techniques, “Companies that invest in training are 57%
more effective at sales than their competitors.” (Handa-Oakley, 2024) When a business establishes effective objection-handling training programs, it gives its
