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  2. Sales effectiveness - Wikipedia

    en.wikipedia.org/wiki/Sales_Effectiveness

    The purpose of sales force effectiveness is to increase company revenues through increased customer acquisition, product/service sales, and up-selling/cross-selling additional products and services. The purpose of sales force effectiveness metrics is "to measure the performance of a sales force and of individual salespeople."

  3. 3C-model - Wikipedia

    en.wikipedia.org/wiki/3C-model

    In practical application, for instance in self-management, [4] [5] in coaching, [6] in leadership training, [7] or in change management, [8] the 3C-model can be used for systematic diagnosis of motivation deficits and intervention. Fig. 2. Practical application of the 3C-model: Motivation diagnosis (e.g. of a team member/ an employee).

  4. Employee motivation - Wikipedia

    en.wikipedia.org/wiki/Employee_motivation

    Employee motivation is an intrinsic and internal drive to put forth the necessary effort and action towards work-related activities. It has been broadly defined as the "psychological forces that determine the direction of a person's behavior in an organisation, a person's level of effort and a person's level of persistence". [1]

  5. Industrial and organizational psychology - Wikipedia

    en.wikipedia.org/wiki/Industrial_and...

    One must be able to take on the perspective of various users. For example, an Operation Manager analyzing a reporting issue and developing an innovative solution would consider the perspective of a sales person, assistant, finance, compensation, and compliance officer. Task motivation (internal desire to perform task and level of enjoyment). [113]

  6. Work motivation - Wikipedia

    en.wikipedia.org/wiki/Work_motivation

    Work motivation is a person's internal disposition toward work. To further this, an incentive is the anticipated reward or aversive event available in the environment. [ 1 ] While motivation can often be used as a tool to help predict behavior, it varies greatly among individuals and must often be combined with ability and environmental factors ...

  7. Expectancy theory - Wikipedia

    en.wikipedia.org/wiki/Expectancy_theory

    The expectancy theory of motivation explains the behavioral process of why individuals choose one behavioral option over the other. This theory explains that individuals can be motivated towards goals if they believe that there is a positive correlation between efforts and performance, the outcome of a favorable performance will result in a desirable reward, a reward from a performance will ...

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  9. Training and development - Wikipedia

    en.wikipedia.org/wiki/Training_and_development

    Motivation is an internal process that influences an employee's behavior and willingness to achieve organizational goals. [30] Creating a motivational environment within an organization can help employees achieve their highest level of productivity, [29] and can create an engaged workforce that enhances individual and organizational performance ...

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