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Internal research by Quaker indicated that a sales representatives' primary motivation was the experience of a successful sale. Secondly, they enjoyed working with customers to solve problems. Monetary rewards was the lowest ranked motivator. This lack of incentive is especially problematic from senior management's perspective. Whereas senior management would like to implement this call pattern strategy by Frye in order to increase revenues, the actual salespeople have no explicit or implicit incentives in order to actually achieve such results. Given their motivation, it should be expected that the salespeople would maximize opportunities to make smaller sales and to work hands-on with customers instead of within the bureaucracy of larger company...
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