Antecedents of Salesforce Motivation: A Review of Studies

As the selling environment is changing and companies are trying to distinguish themselves, salesforce motivation plays an important role in building reputation of the company. This study explores the antecedents of salesforce motivation by reviewing previous studies. The review of studies revealed that career stages, age, job tenure, income level, specific self-esteem, compensation plan base, organizational communication, job significance and autonomy, job variety and completeness, job complexity, and selling constraints, supervisory style, firm's customer orientation, performance feedback, participation, role clarity, job satisfaction, satisfaction with territory design, task conflict and organizational climate characteristics such as job challenge and variety play an important role in affecting salesforce motivation. Based on the findings of the review, implications are stated.