Motivation in Sales Industry

Motivation in Sales Industry In this project I am going to talk about Performance management which I faced when I was doing job with Reliance Life Insurance as a sales manager. The sales job is based on performance based and a person should be high motivated to achieve the given targets if he is not motivated he will not perform well and this is a loss for him as well as for company also. I faced lots of problem at my work place because there was a big preacher of work and no time to do that and my advisor were not that much efficient to get good business for the company. Reliance company triad to motivate his advisor by giving different training. Many people are facing the same problem at their work place and this is very important part of our life. There are some other problems which come in the performance management which leads to failure. In this project I will relate performance management with different motivation theories and problems in performance management, behaviour of the individual which affect th is in different way. Finding the solution of motivation to perform well and what manager should do to motivate his employee to work hard. Introduction In sales job people are facing so much performance preacher and motivation is playing a big role to achieve the target and helping to improve their performance. Performance management is the how people are working to towards their objective (performance management). Objective can be short-term or annual; the important is how is the balance between defining what the organisation requires to be achieved and what is the motivation towards achieving target [1] (The motivation hand book, Hollyforde and Whiddett, pg- 217). Performance is based on individual behaviour. According Susan M. Heathfield Performance management is a work environment which we create for those people who are enabled to perform beat as per their ability. Performance management starts with job with whole work system and its and when employee leave the job [4].In other word we can say the performance management is contribution of effective management by individual or team to achieve high level of organisation performan ce [2].overall we can say the performance management is important in every organization and to do it effectively motivation is very important. Company Introduction My company was Reliance Life Insurance which deals in life insurance business. Company has many branches in India and many employees working in this company. As sales manager we have to make our own advisor to get business. Company started in 2006 with investment of 11 million dollar. Structure- The organization structure of the company as branch level is Branch Manager is on the top level of the branch and then Sales manager and the Advisor. Branch manager take daily report from sales manager and the sales manager take business from the advisor and its a tough marketing job to take business from the advisor because of the high competitive market. Sales manager has to motivate his advisor to get good business. Sales job is a performance based job if you perform well you will get good inactive, rewards, promotion. You will get this if you achieve your given targets and if you are highly motivated. The issue or Problems- The insurance company itself passing through different advisor problems because only advisor get business from the market and they must be responsible for their work. To motivate advisor company followed the McGregor X theory of motivation. Advisor on the other hand suffered from the hygiene factor and to resolve this company use theory which given by the Frederick for motivation. The expectancy theory for high moral and there expectation from there work to increase business of the company. Take all issue of the advisor and apply different theory of motivation can help to improve performance. THE X THEORY OF MOTIVATION BY MCGREGOR According to x theory of McGregor, average employee dont like to work because he is directed, controlled, corrected towards organization long-term goal. People try to work on that why so that they can avoid responsibility. They run from their responsibility because they dont get know the benefits of the good work. In my company we facing there problem because of this system going on the X theory of McGregor and the company assume that advisor do not want to work because they were not trained and they were highly demotivated because lake of training and no clear organization goal. The management realise the situation and tried to resolve this by giving high training of business and motivation. THE EXPECTANCY THEORY OF MOTIVATION- The expectancy theory of motivation says that work react according to the force of environment. Course of action depends on person to person, perceived action lead people to choose their action and in the possible alternative people use rational choices. Its a subjective probability; the act of the person will lead to a certain outcome. There are many factors that shows that weather a person perform as desired expectancy theory formulates this uncertainty as effort of performance expectancy, only hard work gives outcome. The second theory says that performance followed by the outcome. This outcome includes awards, promotion, pay increase and bonus. The third theory is valence. It has a range of value expressing the degree of avoidance or attraction which shows that the person is associate with the income. The function of motivation is F=V X I X E and this is based on assumptions. The effect of valence in Reliance Life Insurance Company and by motivational point of view can say that there was low morale level in the advisor and on fair input by them. The expectancy level was also very low because there was no reward for the good work. If any advisor doing good job he got treated same as other low performer advisor. This behaviour increase dissatisfaction among the good advisors. TWO FACTOR MOTIVATION THEORY BY HERZBERG- American psychologist Frederick Herzberg develops the theory of job enrichment at first and it say the different factor between the job satisfaction and job dissatisfaction. The first factor is about motivator as known as job or content factor and the second factor is known as hygiene factor or organizational context factor. The advisor of the Reliance Company were unskilled and their work satisfaction dependent upon hygiene factor. Insurance company need to redesign the job to increase the business by motivation which lead the performance improvement, absence of hygiene factor and the reward system in the company and thats why the advisor were not satisfied with job. Advisor were not satisfied with this at all because other factor like socioeconomic, personal factor also affect this and the absence of hygiene factor like irregularity in commission, rewards etc. also there. The company policy in this mater was not good and the expectancy level of the sales manager and the advisor cam e down very low. GOAL SETTING THEORY OF MOTIVATION OR TASK MOTIVATION THEORY The immediate relationship between employees pay and performance is goal setting theory. There are different preposition in goal setting theory. This preposition lead certain specific goal which followed by motivational techniques. Difficult goal According to E.A.Locke More difficult goal result in higher level of performance then easy goals. Specific goal Specific goals produce higher level of performance than general goals. This goals shows performance. Behavioural intention This theory is the intention to make a certain task choice or to respond in a certain way. Knowledge of result For the effective goal setting the feedback is very important. As per the company point the management should know the result of their decision.

“High Fidelity”- Character anaysis Essay

Rob is a morose person who needs this excuse to always complain. He’s a very pessimistic person, who can’t seem to find a positive outlook in anything. Rob is also a very self-conscious person who is not content with himself. He believes that he lacks in the areas he views as important in his life. He depends on his woman to keep him happy, and judges his life according to the woman he’s with. He simply can’t manage to be happy without one. His unhappiness drives him to be very critical and judgmental to the world around him. He makes a jerky remark to everything he notices. All and all Rob has a weak character which depends on other things rather than himself to be happy. Rob seems to be a very pessimistic person. He sees everything in a negative fashion because he is not content with his life, and assumes it is impossible for things to improve. Once Rob returns home after seeing Marie sing with another man, he feels depressed and turns to his records for some sort of reassuring escape: Is it so wrong, wanting to be home with your record collection? It’s not like collecting records is like collecting stamps, or beermats, or antique thimbles. There’s a whole world in here, a nicer, dirtier, more violent, more peaceful, more colorful, sleazier, more dangerous, more loving world than the world I live in; there is history, and geography, and poetry, and countless other things I should have studied at school, including music. (Hornby, 83) Rob seems to feel as though his records are the only thing he can rely on. Everyone has some sort dependence on certain sentimental things, be it a pet, friend or family member. In Rob’s case, his music is the only constant that will never let him down. He sees a whole different world inside his music, one which doesn’t value the real world’s standards or values. It brings him somewhere else for a bit, somewhere which doesn’t remind him of the depressing things in his life. It seems to me that with those discouraging thoughts it drives him to be very pessimistic. Without even  talking to Marie he assumed right off the bat that she was going to hook up with the man she was singing with. He didn’t even try to show he cared in the least. His pessimism led him to give up on Marie very quickly, without even looking at the possible positive side. These actions show he has a very pessimistic outlook on life which is driven by his low self-esteem. Rob also seems unsatisfied with himself. Too inadequate to be happy in a world where he feels he doesn’t belong. I’m here , in this stupid little flat, on my own, and I’m thirty-five years old, and I own a tiny failing business, and my friends don’t seem to be friends at all but people whose phone numbers I haven’t lost. And if I went back to sleep and slept for forty years and woke up without any teeth to the sound of Melody Radio in an old people’s home, I wouldn’t worry that much, because the worst of life, i.e., the rest of it, would be over. And I wouldn’t even have had to kill myself. (74) Rob looks at every aspect of his life and feels so insufficient that he doesn’t even see the reason for living. He feels like he has no substance in his life. From having no true friends, to a failing job. All the characteristics that he values to be a person worth living, have failed him. I think his mother plays an important role in Rob’s low self -esteem as she even degrades him and offers him no support. She doesn’t even comfort him after the break-up with Laura, yet just criticizes and tells him that she â€Å"would have left [him] to get on with it years ago.† (48) She demeans his job, and adds to his low self-confidence. Parents are supposed to be supportive in times of unhappiness. Parents are the people who are supposed to love unconditionally, but in Rob’s case it seems that they only regard the negative aspects of his life which definitely cannot improve his situation. He feels so inadequate because he has no one to turn to or depend on. He wants to â€Å"run [himself] down, feel sorry for [himself], celebrate [his] inadequacies†. (72) Rob depends on a woman to keep him happy. He believes his woman defines him as a person, and each time he is without one he is miserable. Sometimes it seems as though the only way a man can judge his own niceness, his own decency, is by looking at his relationships with women- or rather, with prospective or current sexual partners. (68) He judges himself according to the woman he’s affiliated with. He doesn’t see himself as a full person without a woman. He believes that â€Å"women are going to save [him], lead [him] through to a better life, that they can change and redeem [him].† (63) Rob is basically willing to be whatever his woman wants of him. Even his relationship with Sarah Kendrew was one of convenience because he had no one else, and wanted to feel equal to his companion. Charlie had made him feel inadequate and less of a person than her, so his relationship with Sarah was one where he had someone to lean on through his time of getting over her. Sarah made it easier for him because she was going through the same situation. They were just staying together to have someone to lean on, and not be alone. He was her moment just as Charlie was mine, and when they split, Sarah had sworn off men for a while, just as I had sworn off women. It made sense to swear off together, to pool our loathing of the opposite sex and get to share a bed with someone at the same time. Our friends were all paired off, our careers seemed to have hardened into permanence, we were frightened of being left alone for the rest of our lives. (29) Rob just couldn’t handle being alone. It was easy for him to make the relationship with Sarah work because she felt the same, and had the same problems he did. His weak character leads him to depend on woman to keep him happy and satisfied. Rob was also a very judgmental and critical person. His views on music could not be challenged, as he also evaluated woman according to their musical interests and favorite movies. His views were a little harsh sometimes, and he believed he was quite educated in certain areas, which therefore lead to his many judgments. I’d say there were millions like me, but there aren’t, really: lots of blokes have impeccable music taste but don’t read, lots of blokes read but are really fat, lots of blokes are sympathetic to feminism but have stupid beards, lots of blokes have a Woody Allen sense of humor but look like Woody Allen. Lots of blokes drink too much, lots of blokes behave stupidly when they drive cars, lots of blokes get into fights, or show off about money, or take drugs. I don’t do any of these things really; if I do OK with women, it’s not because of the virtues I have, but because of the shadows I don’t have. (28) Rob makes a comment on every possible singer, songwriter, actress/actor he can. His critical attitude makes him look like a jerk. He acts above the people he criticizes to make him feel better about himself. He has a judgment on everything. Besides being critical to himself, he’s critical to the world around him because he is miserable. He sees the negative in everything which makes him as opinionated as he is. His frustration makes him angry at everything and everyone around him. All and all, Rob’s depressive, dependent, self-conscious and critical attitudes demonstrate that he has a weak character. His pessimism leads to his depression, as his low self-esteem leads to his criticisms. He has a very miserable life because he doesn’t even live up to his own standards. He depends on a woman to make him happy, which is completely unrealistic. Rob will never manage to be happy because he always manages to criticize and demean everything that’s going on around him.

Sleep Deprivation Essay examples - 1052 Words

Losing sleep produces significant consequences to the overall health of a body. There have been numerous tragedies in history linked to errors by tired, sleep-deprived humans. Two major events caused by fatigue were the Exxon Valdez Oil Spill and the NASA Challenger shuttle explosion. The horrendous outcomes of these events are why humans need a better understanding of how sleep affects their quality of life. (NSF) When sleep is lost, there may be detrimental effects to your health and the well-being of others. Sleep is â€Å"the resting state in which the body is not active and the mind is unconscious†. (English) A person who sleeps well will awake more refreshed and alert. A good night’s sleep has a major impact on how a person looks, feels,†¦show more content†¦This stage is when most people will have dreams. (NSF) The second type of sleep is non-REM sleep (NREM) which is characterized by a reduction in physiological activity. NREM sleep consists of four distinct stages. Stage 1 is when the brain waves and muscles start to slow down and the transition is made from being awake to falling asleep. Stage 2 is when light sleep begins and the heart rate slows while the body temperature decreases. Stages 3 and 4 which are referred to as, the slow wave sleep, is when the body goes into a deep sleep. There is no eye movement, and decreased muscle activity. Blood pressure drops, breathing begins to slow, and the body temperature drops even lower. Some children have experienced bedwetting, night terrors and sleep walking during this stage. All of these stages have an important role in the overall health of sleep and it is important to find the right balance between them. Finding the balance in these stages is crucial for learning, memory, mood and concentration. Scientists are still trying to find out why people need to sleep. They are conducting a research on animals in trying to show why it is necessary to sleep. Some experts believe sleep allows the body to repair itself from the harmful effects of stress and ultraviolet rays. The researchers have now come to the agreement that sufficient sleep is vital to health and wellness. (NSF)Show MoreRelatedSleep Deprivation718 Words   |  3 PagesSleep Deprivation is the condition of not getting enough sleep, this condition affects millions of people throughout the world. Even though this condition affects many according to _________ it is more likely that teens and children are more vulnerable to it. Some reasons for not getting enough sleep could be the addiction of smartphones and media, stress, or simply overworking oneself. Sleep deprivation can lead to an inability to concentrate , poor grades, anxiety, depression, and even thoughtsRead MoreSleep Deprivation And The Sleep1928 Words   |  8 PagesSleep is a basic necessity of everyday life. 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Sleep has been provenRead MoreSleep Deprivation And Sleep Deficiency1774 Words   |  8 PagesKevin Touch Ms. Acosta-Mata English 4 AP 6 Oct. 2015 Sleep Deprivation: A Bane to Men, Women and Children alike It was 12:30 am in the morning and Israel Joubert and his family was driving home after a family reunion. Joubert had hoped to get to his workplace on time at 8 am in the town of Fort Worth. However in the midst of his driving, Joubert fell asleep at the wheel resulting in a crash of the family’s Chevy Suburban into the rear of a parked 18-wheeler. Although one of his sons and he had

Classification Of The Soil Drainage Class - 2546 Words

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The higher the class the less versatile the land is. The majority of the land in the Taupo area is class 5-7 which is non arable and unsuitable for cropping but can be productive pastoral hill country, with class 7 having severe limitations. There is also some class 3 which is arable land with some limitations such as restricted crops that can be grown. There is also small amounts of conservation land which is class 8 and has severe to extreme limitations. b) Currently the majority of land in the Taupo area is in plantedShow MoreRelatedConstruction Structure Essay965 Words   |  4 Pagessand or aggregate across the entire site and compact. 5. Start the installation of the formwork and trenching for beams and services. 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