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Motivational Plan for Team C

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Motivational Plan for Team C
Virginia Allen
LDR/531
April 27, 2015
Franz Gottleib

Motivational Plan for Team C
Devising a motivational plan requires several elements to increase motivation, satisfaction, and performance of a sales team. The plan is based on individual values to be effective. Second, managers have to apply extrinsic motivators to affect their intrinsic motivators. Third, leaders have to lead by example to reinforce and evaluate team performance. The following describes a motivation plan for cautious and dominate type personalities based on the DiSC Assessment and the position of territory managers for DermaTran Health Solutions for members of Learning Team C.
Territory Manager Position Description
“DermaTran Health Solutions is a group of compounding pharmacies that specialize in the compounding topical pain creams based on a prescription from a physician” (DermTran Health Solutions Compounding Pharmacies, 2015). Territory Managers are sales people hired to increase market penetration of compounded topical creams. Successful, Territory Managers must develop relationships with physicians and physician assistants to explain the compounding benefits of topical creams to influence them to write prescriptions tailored to the patient’s treatment.
Determining Values
Territory Managers have high-risk jobs and endure several challenges, constant rejection, fear of job loss, and face bruises to their ego every day. They are sales people expected to perform at high levels of expectation. Logically, matching large compensation incentives to meet the challenges makes sense to motivate a sales team to increase business. However, managers have to determine what the real motivator is in relation to compensation or bonuses. In other words, the real motivator is identifying what money means to the individual.

Applying Appropriate Motivation to Personality Types
Cautious personality styles are motivated by being correct. They value process correctness and want their accuracy noticed. They are concerned with quality, not quantity and are dependable. Cautious types are also more formal than informal and desire to work with complete systems. Once they master how a system works, they can devise a personal method of using the system for their benefit. (University of Phoenix, 2013)
For instance, cautious territory managers can develop a method of using the sales database to enhance their ability to follow up on leads or track client activity. Managers can formally recognize the modified process, to increase market penetration, as a best practice throughout the department in addition to a cash reward. Rewarding cautious types for their accomplishments with paid learning and certification opportunities also promotes the desired performance behavior and helps apply an extrinsic motivator to affect an intrinsic motivator. They receive monetary compensation and recognition for their attention to process improvement.
Dominant personality styles value challenges, new experiences and being number one. They are highly competitive and measure their personal worth by their accomplishments. Dominate personality types like change and control, exerting their control is motivator because it translates as power. (University of Phoenix, 2013) Sending text messages and emails for meeting daily and weekly quotas and awarding new or additional territories for exceptional performance demonstrates consistent acknowledgment of their achievements. Acknowledgements from leadership also satisfies the need for new experiences, change, and different opportunities. Leaders can motivate dominant Territory Managers with recognition awards at monthly, quarterly and annual sales meetings for their specific accomplishments.
Cautious and dominate types seek acknowledgment for different reasons. Dominant types want to be number one, and cautious types want to be correct. Top salespeople expect competitive compensation, bonuses and other monetary rewards for meeting and exceeding sales goals, no matter what the personality type. According to Cutting Edge Information, a pharmaceutical firm, pharmaceutical representatives receive forty percent of their pay through incentive programs (2006). An important factor, to engage and challenge employees, is identifying individual triggers that encourage optimal performance.
Leading by Example
Leaders set positive examples by providing sales teams with access to necessary resources, a compensation the models the sales team, and consistent recognition that motivates and develops performance. A study examining motivators of the hygiene theory validity recommended, after the finding that leaders increase job enrichment, growth and development and interpersonal relationships with direct reports and coworkers to motivate pharmaceutical sales teams. (Bodla & Naeem, 2010). Affective events theory (AET) is a model that indicates events in the workplace affect how employees react emotionally, and their reactions affect job satisfaction and performance. (Robbins & Judge, 2013)
Leaders must also build relationships to apply extrinsic motivators to intrinsic motivators. Providing opportunities for the manager and team members to get to know each other, scheduling team building activities and paying for group lunches are opportunities leaders have to discover individual interest and create healthy competition.
Managers can also schedule individual time in the field shadowing salespeople. It provides the opportunity to give small but consistent praises for behaviors other than measured performance. For example, compliment a cautious person for their organization of sales material. Or acknowledge a dominate person's creative approach to an objecting client.
Leader self-development is motivating to a team. Research finds that Emotional Intelligence (EI) the development of self-awareness aids in recognizing the emotional needs of others. A leader can develop individual emotional intelligence and share the benefits with their team to encourage team EI development. “A study published in The Leadership Quarterly shows that people who have high EI perform better and experience more job satisfaction than those with lower EI.” (Mindtools, 2015 pg.1). In another study, a group of pharmaceutical salespeople were separated, one into a controlled group and the other into a development group. The development sales group received emotional intelligence training. The results revealed the development group increased their emotional intelligence and after outsold the control group by 12%. Based the results the company earned 6 dollars for every dollar spent on EI training. (Kasapi & Mihiotis, 2014)
Reinforcement and Evaluation
The final element in developing a motivational plan is reinforcement and evaluation of performance. Intrinsic motivators change as people's priorities change. People develop new hobbies, get married, buy homes and have children. Life changes also alter intrinsic motivators. It is important for leaders to conduct regular individual evaluations to understand how to use the right and effective motivators.
Applying the correct reinforcement to desired performance behavior affects motivation. Leaders of high performers can create an elite sellers club with high-status benefits with paid elite spa memberships or golf club memberships. Respectively, low performers that show improvement are given most improved performance awards. To reinforce progressive improvement behavior and performance. Evaluation and leadership reinforcement encourage the positive organizational behaviors that ultimately lead to high performance and job satisfaction.
Conclusion
A motivational plan that supports extrinsic motivators with competitive compensation, bonuses and commissions help attract desired sales people to an organization. Top sales people are high achievers and do the work that dictates business performance. Their skills are desired, and they have the option to leave a business or stay. It leadership's responsibility to attract and keep top sales people by providing the applicable extrinsic motivators that influence intrinsic motivators that appeal to the unique needs of different personality types. The question to ask is not whether a leader has a motivation plan, but whether a leader has a tailored motivational plan.

References
Bodla, M. A., & Naeem, B. (2010). Motivation and dissatisfaction of pakistani pharmaceutical salesforce. Interdisciplinary Journal of Contemporary Research in Business, 1(12), 73-80. Retrieved from http://search.proquest.com/docview/520341607?accountid=458
DermaTran Health Solutions Compounding Pharmacies. (2015). About us. Retrieved from http://www.dermatran.com/about-us
Kasapi, Z., & Mihiotis, A. (2014). Emotional intelligence quotient and leadership effectiveness in the pharmaceutical industry: A new template. International Journal of Business Administration, 5(1), 15. Retrieved from http://search.proquest.com/docview/1521034566?accountid=458
Mindtools. (2012). Helping your people develop emotional intelligence. Retrieved from http://www.mindtools.com/pages/article/team-emotional-intelligence.htm
Pharmaceutical research; study shows pharma reps receive up to 40% of compensation from incentive-based bonuses. (2006). Science Letter, 1339. Retrieved from http://search.proquest.com/docview/209102548?accountid=458
Robbins, S., & Judge, T. (2013). Organizational behavior (15th ed.). Upper Saddle River, NJ: Pearson/Prentice Hall.
University of Phoenix. (2013). The DISC Platinum Rule Behavioral Style Assessment [Custom Edition]. Retrieved from University of Phoenix, LDR531--Organizational Leadership course website.

Reference
DermaTran Health Solutions Compounding Pharmacies. (2015). About us. Retrieved from http://www.dermatran.com/about-us

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