What Motivates Salespeople?

Abstract

The objective of this thesis was to examine reasons behind the high level of motivation among RauHeat Oy’s salespeople, to identify any deficiencies or problems, and determine to what extent the company’s supervisors and management can do to increase their personnel’s motivation further. The study was conducted with four (4) different employees of RauHeat Oy. The research methology employed qualitative research in forms of interviews. The interviews were made during the spring 2023. The results were analyzed using Herzberg's two-factor theory. Based on the study results, RauHeat salespeople are motivated due to several factors. They receive ample recognition and praise from colleagues, supervisors, and customers, which enhances job satisfaction. They take pride in the engaging nature of their work, the quality of the products they offer, and the company's excellent reputation. The presence of challenges and competition keeps their work dynamic and engaging. They can utilize their skills and expertise to provide valuable solutions to customers, making a meaningful contribution. Additionally, the company provides growth opportunities, potential for career advancement, and a supportive work environment that values achievements and encourages responsibility and autonomy.