Date of Conferral
Doctor of Business Administration (D.B.A.)
Patricia I. Fusch
The loss of revenue, profits, brand, and corporate sustainability are possible for companies whose managers do not use strategies to motivate employee sales performance. The purpose of this multiple case study was to explore the strategies managers use to motivate sales employees' performance. A purposeful sample of 3 managers from U.S. companies with sales employees shared their strategies to motivate sales employees' performance. Methodological triangulation was used to review and analyze information from semistructured interviews, journal notes, member checking data, and review and analysis of relevant company documents. Additionally, coding indicated 4 main themes supporting the benefits of strategies to motivate sales employees' performance: sales personnel with self-motivation exhibit enhanced sales results earlier than nonself-motivated personnel; setting mandatory guidelines, and continuous checking to observe results motivates performance; financial rewards enhance performance; and sales employees receive motivation from recognition of their peer sales group and the organization. The study findings may contribute to social change by increasing the awareness of sales managers to motivate their sales employees, who will add revenue and profits to the organization thereby maintaining jobs, creating more jobs, and providing additional disposable income for health and well-being.