The Motivation of Sales

The Motivation of Sales

The confidence and joy received after completing a sale in the insurance business is very rewarding and motivating. The insurance market is saturated and competition is fierce, but the achievement of completing a sale can arouse ones emotion and inspire greatness. In this essay I will be discussing my hypothesis of the motivation and rewarding spirit an insurance sales person receives after completing a sale based on the use of empirical evidence and the scientific method with an emphasis on the descriptive method (Lahey, 34, 2003).

I work as a manager in an insurance office and I am also responsible for helping my employees to stay motivated and complete as many sales as possible. As a manager I have to observe my employees and determine how I can help them to enhance their strengths and minimize their weaknesses. The employees I manage come from all walks of life and have many different social skills; for example, Rong is a great communicator and seems to really have a knack for knowing how to talk to people from many different backgrounds and cultures. In sales motivation is the key to a successful office and I have found that when my employees complete a sale they are at their peak of motivation. Completion of a sale brings a confidence to people and an incentive or encouragement to achieve another sale.

The attainment of business is crucial for the continued success of our organization. Employees can become somewhat downhearted when there are not many calls that come in and even more so when potential clients turn away from their purchasing insurance. The first sale of the day seems to take up the most energy and effort most likely because everyone is just warming up for the day. When my employees are dealing with potential clients they are a little nervous at first, but then after getting started they begin to gain their composure and become more comfortable with themselves. As the employees close up their sale they become more relaxed and tend to loosen up. After the sale is complete the employee has more of a competitive spirit and is more willing to help others and achieve more sales. The other employees in the office also notice the change in others after a sale has been made and I believe this also encourages them to achieve sales not only in a competitive manner, but also for their own desire to achieve sales and in doing so a greater pay check.

The study of social psychology could help me to better understand the feelings of the employees and what I can do as a manager to help enhance their esteem levels and increase their sales. In order to study this hypothesis more in depth I would study a large group of individuals and observe their responses. The research method I have used in coming up with this hypothesis was the descriptive method or naturalistic observation, which has allowed me to observe my employees in their element or work place (Lahey, 36-7, 2003). In using these scientific methods I have been able to come up with empirical evidence that suggests my hypothesis was true in my office, though I'm sure it also holds true in other sales professions as well. In any observation it is important to not hold any bias and in this particular case I could be accused of a bias because