Salesforce Motivation Programs and Performance of Distributors of East African Breweries Limited in Mount Kenya Region

Abstract

Managing the performance of employees, and eventually of organizations, is one of the most critical issues within the management sciences.Some key factors that affect the effectiveness of targets which are used to gauge the performance of the sales personnel are: Achievability where Sales performance targets need to be perceived as achievable by their users.The study sought to establish the effects of salesforce motivation programs on performance of distributors of East African Breweries Limited in Mount Kenya region.This study adopted a descriptive survey design.The target population of the study comprised all 7 distributors with their 115 sales staff.The studyuse primary data collected via a questionnaire.Descriptive statistics including mean and standard deviation was used in the analysis and data was presented using frequency tables and percentages.The study found out that the financial motivation programs offered by the distributors included level of commissions offered motivate to exert more efforts in their work, the level of retainer offered motivate to work hard, the level of bonuses offered motivate to achieve set goals,the amount offered as house allowance motivate to work hard and the non financialmotivation programs offered by the distributors were recognitionfrom boss and peers,effectively communicating with colleagues,increased responsibility with the current job,regular meetings with management,regular sales contests among sales force staff and regular gifts from the employer.The study concludes that the basic purpose of motivational programs was to motivate the employees to work more effectively and efficiently in order to attain the organizational goals. Highly motivated employee translates to high organizational productivity.The study recommends that organizations should motivate staff by offering small tokens of appreciation and acknowledgement, enhanced job security, new opportunities for promotions, better performance appraisals development and use of new skills and competencies.