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Crafting an Effective Sales Force Plan: Motivating Employees Through Compensation and Leadership

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MAR3592CBE Section 01CBE Strategic Sales and Sales Management (11 Weeks) – CBE Online Course – 2024 Winter Quarter
Deliverable 4 – Sales Force Plan
Deliverable 4 – Sales Force Plan
Assignment Content
Competency
Evaluate the key functions of managing a sales force.
Student Success Criteria
View the grading rubric for this deliverable by selecting the “This item is graded with a rubric” link, which is located in the Details & Information pane.
Scenario
You have been the District Sales Manager for Z-Mobile (a nation-wide cell phone company) for the past 2 years. You’ve been noticing a decline in sales, and your Sales Managers are reporting that the Sales Representatives at many of the stores are not feeling very motivated. You think this is partially due to the current compensation program in which all employees are paid a base salary without any bonuses or commission. Your plan is to unveil a new compensation program that you believe will increase employee motivation and lead to a significant increase in sales. You will also be creating a new job description for Sales Managers that refocuses their tasks and responsibilities. Additionally, you will use a motivational theory to retrain all current Sales Managers.
Instructions
In a 2-3 page Word document, please address the following.
Explain the pros and cons of the current compensation program.
Provide your recommendation and rationale for using a different compensation program that you believe will better motivate employees and lead to an increase in sales.
Identify which motivational theory you will use to retrain all current Sales Managers and explain your rationale. Include which types of rewards you will use based on your selected motivational theory.
On a separate page, create a Sales Manager job description that focuses on their tasks and responsibilities.
Include a reference list with at least 3 quality references. Ensure that APA formatting guidelines are followed throughout the paper.
NOTE – Be sure the documents contain proper grammar, spelling, punctuation, and sentence structure.
Resources
Gale Virtual Reference (topic overviews & definitions)
Business via ProQuest (articles)
Need assistance with research? Ask a Librarian!
APA Guide
Grammarly is available to assist you with proofreading your work.
Use the Writing Lab for timely feedback to help you fine-tune your deliverable before you submit it for grading.

📢 Struggling with where to start this assignment? Follow this guide to tackle your assignment easily!

This assignment requires you to develop a Sales Force Plan that addresses a declining sales issue by implementing a new compensation program, retraining Sales Managers using a motivational theory, and creating a new Sales Manager job description. Let’s break it down step by step!

Step 1: Understand the Scenario

You are the District Sales Manager for Z-Mobile, and you’ve observed a decline in sales and low employee motivation. Currently, employees receive a fixed salary with no bonuses or commissions. Your task is to propose a new compensation plan that will boost motivation and increase sales.

Step 2: Address the Compensation Program

Your first section should evaluate the current compensation program:

✅ Pros of the Current Compensation Plan:

Job Security: Employees have a stable income.
No Pressure: Employees do not feel the stress of meeting commission goals.
Easier Payroll Management: Fixed salaries simplify budgeting.

❌ Cons of the Current Compensation Plan:

Lack of Incentive: Employees have no financial motivation to sell more.
Low Competition: Without rewards, employees may not strive for higher sales.
Limited Career Growth: No financial progression beyond salary.

Now, recommend a new compensation plan. Some options to consider:

Commission-Based Model: Employees earn a percentage of each sale.
Base Salary + Commission: Employees receive a fixed salary with added commission.
Bonus Incentives: Employees receive performance-based bonuses.

Example Statement:
“To improve motivation and increase sales, I propose a Base Salary + Commission model, where employees earn a percentage of each sale in addition to their fixed salary. This ensures financial stability while incentivizing performance.”

Step 3: Choose a Motivational Theory for Retraining Sales Managers

You need to choose a motivational theory to retrain your Sales Managers. Some popular theories include:

Maslow’s Hierarchy of Needs (focus on employees’ psychological and financial security).
Herzberg’s Two-Factor Theory (increase job satisfaction through recognition and rewards).
Expectancy Theory (employees work harder when they expect rewards for performance).

💡 Example Approach:
“I will use Herzberg’s Two-Factor Theory to retrain Sales Managers, focusing on recognition, growth opportunities, and performance-based rewards to drive motivation.”

Now, explain the types of rewards based on your theory. These could include:

Monetary Rewards (bonuses, commission, salary raises).
Non-Monetary Rewards (employee recognition, promotions, training opportunities).

Step 4: Create a Sales Manager Job Description

This part should be on a separate page. Here’s a simple structure:

📌 Job Title: Sales Manager

📍 Location: Z-Mobile Stores

💼 Job Summary:

The Sales Manager is responsible for leading and motivating the sales team to meet revenue goals. They will oversee employee performance, implement sales strategies, and ensure customer satisfaction.

📝 Key Responsibilities:

✔️ Develop and implement sales plans.
✔️ Train and mentor Sales Representatives.
✔️ Monitor sales performance and provide feedback.
✔️ Encourage teamwork and maintain a high-energy sales environment.
✔️ Report to the District Sales Manager on progress.

🎯 Required Skills:

✔️ Strong leadership and communication skills.
✔️ Experience in sales and customer service.
✔️ Ability to analyze sales data and make strategic decisions.
✔️ Knowledge of motivational techniques.

Step 5: Cite References in APA Format

Include at least three quality sources. Some good sources to consider:

Academic journals on sales management.
Books or articles on compensation strategies.
Business databases like ProQuest or Gale.

Example APA Citation Format:
Author Last Name, First Initial. (Year). Title of the Book or Article. Publisher.

Final Tips for Success

✅ Use headings to organize your paper.
✅ Keep sentences clear and concise.
✅ Proofread using Grammarly or another tool before submission.
✅ Check your rubric to ensure all requirements are met.

Now, you’re ready to ace this assignment! 🎯💼 🚀