Discussion Leader/Presenter: Michael L. Mallin, Ph.D. – Edward H. Schmidt School of Professional Sales, University of Toledo

Summary: A high performing salesforce is a function of various personal, organizational, and environmental factors. One of these critical factors is the motivation level of individual salespeople. For sales managers, the answer of how to “fire up” salesperson motivation remains elusive. In this session, Dr. Michael Mallin will lead a discussion centered on a deeper understanding of salesperson motivation. Specifically, what it is, how it can be maximized, and the critical role of the reward system in motivating individual salespeople. Sales leaders will come away with ideas to increase salesperson motivation as well as approaches to better customize their coaching strategies based on the skill and motivation level of individual salespeople.