La motivacin en equipos de ventas .Plan de motivacin

摘要

This article is based on a research project carried out on big and mediumcompanies in Colombia. The size of the sample was designed following thestatistics methodology. Four hundred salespeople in big and medium Colombiancompanies were interviewed in order to establish the relevant aspects for the designof a motivational plan. Based on the results obtained, a design of a motivationalplan is proposed by the authors, along with its objectives, elements to be takeninto account, different types of motivation, and the appropriate methodology toimplement such a plan.