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<ul><li>WHAT IS </li></ul>MOTIVATION ???

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<ul><li>“ MOTIVATION” IS THE </li></ul><ul><li>ABILITY to INFLUENCE </li></ul><ul><li>TEAM MEMBER IN SUCH A MANNER SO AS TO GET THEM TO DO WHAT YOU EXPECT THEM TO DO & PERSON MOTIVATED ENJOYS DOING HIS WORK… </li></ul>

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<ul><li>“ MOTIVATION” is something that encourages Action or Feeling. Also Inner drive leading to Action. </li></ul><ul><li>Generally we associate the word ’Motivation’ with human behavior, meaning, a state of mind that moves us to action. </li></ul><ul><li>Inspiration is changing thinking; </li></ul><ul><li>Motivation is changing ACTION </li></ul><ul><li>To Motivate means to encourage & inspire it also mean to turn on ignite the feeling or action. </li></ul>

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<ul><li>Important aspect is to motivate people in the Workplace. </li></ul>2.Each person is motivated by different things. It is difficult to assume everyone is motivated by the traditional Incentives, job security, pay rise & so on. Many of them motivated by job which has lesser stress, recognition etc; many are contented by the money which they are getting 1.One can not motivate group, only individual : People change for their reason ,not the company or you, it follows that they must be worked with individually . RULES FOR THE MOTIVATION

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<ul><li>3.Money in itself is not a motivation for anyone. </li></ul><ul><li>In many organization most motivational programme are financially based. </li></ul>4. Determine “who” motivates each individual. Gone were the days when ‘the boss’ can motivate his team. “Won’t your spouse be proud of you when you accomplish the task” Many time people highly motivated by their spouse. People, many time want to succeed to show their parents, Children & their family members. 5.Everything has the potential to motivate someone. ‘ Different stroke for different for different folks'. For some Person it may be the Position. It may be the location of workstation. For some white colored job.

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<ul><li>6.Whatever motivates people tends to change. </li></ul><ul><li>Motivation is moving target,Manager must stay continually Updated about how it is changing for each team member. </li></ul>7.Motivation takes time. Most of the Manager are in dilemma about How I can motivate My people? In fact large investment of time spent individually with employees trying to figure out what makes them tick.

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<ul><li>The subject of motivation is, simple and complex. </li></ul><ul><li>Simple - it explains much of what we see happening in human behavior, yet </li></ul><ul><li>Complex -poses contradictions Let’s look at some of them. </li></ul><ul><li>Purpose </li></ul><ul><li>Focus, or mission. </li></ul><ul><li>For long-term motivation, purpose or mission that aligns with wants and needs. </li></ul><ul><li>Mission is clear, or might sustain motivation even with a team well-motivated, it is a good strategy to recheck once in while. </li></ul>Factors That Influence Team Motivation

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<ul><li>II. Challenge </li></ul><ul><li>The human species, as with most animals, has been given a survival mechanism called fight or flight syndrome.. </li></ul>The challenge itself was the motivator. Criteria for a challenge is the level of difficulty. If a challenge is difficult, may give up before they start. the same perceive if the challenge as too easy. Periodic stimulation in the form of a worthy challenge is another method of maintaining motivation.

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<ul><li>III. Camaraderie (Comradeship-Fellowship) </li></ul><ul><li>Most successful groups over the long haul tend to address both the technical needs and human needs. The group is well balanced in both technical and human skills, successful teams is camaraderie, meaning comradeship,fellowship, and loyalty. The people on these teams work hard to develop and maintain their relationships.Most of us enter adulthood ill-equipped to deal with the myriad of personalities, temperaments, cultures, values, beliefs, ideologies, religions and idiosyncratic behaviors of those we meet. </li></ul>One way to break down these barriers is to expand one’s understanding of his own species

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<ul><li>IV. Responsibility </li></ul><ul><li>Responsibility comes along with authority to make the necessary changes. Teams that have both the responsibility and authority tend to maintain motivation over longer periods of time. Responsibility de motivating if consequences of error or failure are too great. If the organization, for example, has a history of punishing mistakes, then the giving of responsibility is viewed more as a negative.. </li></ul>

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<ul><li>1. DEFINE YOUR OBJECTIVES </li></ul><ul><li>2. PERFORM A SITUATIONAL ANALYSIS </li></ul><ul><li>3. NARROW YOUR FOCUS </li></ul><ul><li>4. CREATE A CUSTOMER PROFILE </li></ul><ul><li>5. IDENTIFY YOUR TARGET MARKET </li></ul><ul><li>6. GATHER INFORMATION </li></ul><ul><li>7. SURVEY YOUR CUSTOMERS </li></ul><ul><li>8. KNOW YOUR COMPETITORS </li></ul><ul><li>9. MAKE A POSITION STATEMENT </li></ul><ul><li>10.DEVELOP AN ACTION PLAN </li></ul>To meet company objective, you need an effective Marketing Plan. TEN STEPS TO A WINNIG PLAN

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EFFECTIVENESS IN SALES <ul><li>SALES PERSONALITY </li></ul><ul><li>( YESTERDAY ) </li></ul><ul><li>1.Look for Job security </li></ul><ul><li>2.Staying in the same company is an achievement </li></ul><ul><li>3.Acceptance of challenges </li></ul><ul><li>Everyday is missing </li></ul><ul><li>4. Loyalty is prime concern. </li></ul><ul><li>5. Job satisfaction may be prime concern </li></ul><ul><li>6. May like to be ‘told’ and led </li></ul><ul><li>on many occasions </li></ul><ul><li>SALES PERSONALITY </li></ul><ul><li>( TODAY) </li></ul><ul><li>1.Willing to take total risk. </li></ul><ul><li>2. Staying is stagnation. </li></ul><ul><li>3.Willing to take up Challenges </li></ul><ul><li>4. Loyalty is history </li></ul><ul><li>5.Job satisfaction with variety is main concern </li></ul><ul><li>6.May like to experiment due to high degree of confidence </li></ul>

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<ul><li>YOU SHOULD EMERGE AS PERFORMER NOT ONCE OR TWICE BUT CONSISTANTLY </li></ul>“ To achieve a success is very common goal make success fell thy feet” It is said <ul><li>Attitude has to be positive be determine to acquire </li></ul><ul><li>it…………………. </li></ul><ul><li>Skill can be improved by practicing more & more & It is </li></ul><ul><li>action………. </li></ul><ul><li>Remember Knowledge is a Power, acquire more and </li></ul><ul><li>more……………… </li></ul>PERFORMANCE = KNOWLEDGE + SKILL + ABILITY (Attitude) YOUR ULTIMATE OBJECTIVE IS TO ACHIEVE THE SET GOAL

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NEWER CHALLENGES FOR FRONT LINE MANAGER <ul><li>Keeping skilled and motivated field force </li></ul><ul><li>Improving customer information data management </li></ul><ul><li>Sophisticated scientific sales planning optimize resources </li></ul><ul><li>Effective usage of promotional inputs </li></ul><ul><li>Ability to understand customer </li></ul><ul><li>Register consistent Growth </li></ul>

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FOCUSSED AREA FOR FRONT LINE MANAGER <ul><li>1.CUSTOMER FOCUS </li></ul><ul><li>2. COMMUNICATION </li></ul><ul><li>3.PLANNING & ORGANISING </li></ul><ul><li>4.INTERPERSONAL SKILLS </li></ul><ul><li>5.TEAM WORK </li></ul>

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Money is the only motivation

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Money is the only motivation NOT

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Which one is the best for my team? One size Fits All.. Not applicable in real - life

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Common factors are few Salary + Perks Recognition Immediate Manager

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Horses for courses in the Key. <ul><li>Motivation techniques differ for employees as per their experience </li></ul><ul><li>Customize as per your team </li></ul>

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The Young Ones <ul><li>less than 3 years experience </li></ul>Show me the Money !!! @Work Challenges Fun @ Work

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The Teenagers <ul><li>3 to 7 years experience </li></ul>Challenges Promotions @Work Onsite Opps

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The Adults <ul><li>7 to 15 years experience </li></ul>Challenges Achievements @Work Responsibilities

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The Seniors <ul><li>More than 15 years experience </li></ul>Responsibility Promotions Emotional Connect

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What will help (as a Manager)? <ul><li>Good working relationship </li></ul><ul><li>Emotional binding </li></ul><ul><li>Smile on your face </li></ul><ul><li>Conducive environment </li></ul>

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<ul><li>If you can’t go under go over </li></ul><ul><li>If You can’t go through go round </li></ul><ul><li>If you can’t go right go left </li></ul><ul><li>If you can’t get at it make it </li></ul><ul><li>If you can’t find it substitute it </li></ul><ul><li>If you can’t substitute innovate </li></ul><ul><li>If you can’t innovate improvise </li></ul><ul><li>any way “get the Job done </li></ul><ul><li>either lead the way </li></ul><ul><li>or leave the way </li></ul>motto for success