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In a highly competitive market for consumer durables, declining sales can often be attributed to low sales force motivation, ineffective compensation plans, or a lack of alignment between sales targets and employee incentives. To improve sales performance, companies must focus on both motivating their sales force and redesigning compensation plans in a manner that aligns individual efforts with organizational goals. Sales force motivation involves both intrinsic and extrinsic factors. Intrinsic motivation can be enhanced by recognizing achievements, providing opportunities for skill development, and giving sales personnel a sense of autonomy and ownership over their territories or product lines. For example, a company dealing in home appliances might introduce a “Top Performer of the Month” program, where outstanding sales representatives receive ____ _______ ____ _________ _______ __________ _____ ________ _________ __________ ___ ___.
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