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Date Monday 09 December 2002 Contents INTRODUCTION 3 Figure 1 Motivation mess adapted from OUBS On being a manager 4 MOTIVATION 4 WHAT MOTIVATES A SOCOMEC LTD SALES ENGINEER 4 Table 1 What motivates Socomec Ltd sales engineers 4 SOCOMEC LTDS MOTIVATORS 5 WHAT DEMOTIVATES A SALES ENGINEER 6 Table 2 Demotivators within Socomec Ltd 6 Figure 2 Expectancy theory Various 7 Figure 3 Maslows Hierarchy of Needs Maslow 1970 8 RECOMMENDATIONS 9 Table 3 Recommendations of report to be implemented 9 EXAMPLE OF SUGGESTED PAY GRADING TO BE IMPLEMENTED 10 Table 4 Sample grading system for discussion 10 CONCLUSION 11 APPENDICES 12 REFERENCES 14 Introduction The aim of this report is to assess the motivation levels of the Southern Region Sales Team We will examine the methods used for motivation by Socomec Ltd and assess their relevance as a whole and as applied to individuals Once we have identified the problem areas we will suggest points to improve the motivation levels We found that motivation was a very messy value to monitor or even measure A lot of interdependent factors affected how people felt daily let alone monthly Everyone was motivated by slightly different factors but all motivators were a function of the studied persons values beliefs and morals The current sales team are dynamic and successful They have grown the turnover from zero to 22m in nine years making Socomec the market leader in switchgear sales within this region On the surface the team are highly motivated The first thing to understand is that defining a persons motivation level or trying to isolate what motivates an individual is very abstract This is because the element of motivation has
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