Impact of motivation on the performance of sales counselors: Airtel Nigeria as a case study.

Project Abstract: 

The main focus of this study was to investigate The Impact of Motivation on the Performance of Sales Counselors in Airtel Nigeria Service Centre. Five null hypotheses were formulated to direct the study. Survey design was adopted where two sales teams out of the four sales teams operated by the Calabar Service Centre of Airtel were surveyed. A twenty-four-item questionnaire was developed used to gather data and information needed for the research. A-test-retest reliability method with an average correlation coefficient of 0.9941 proved the instrument study was reliable. Product Moment Correlation Coefficient was used to test the five null hypotheses. The results if the study revealed that there are significant positive relationship between compensation plan, recognition, appreciation training programmes, internal competition and the performance of sales counselors. The conclusion was that motivation impacts on the performance of sales counselors. It was therefore recommended the decision making and policies involving compensation plans should be realistic and tangible, sales counselors should be effectively appreciated using appropriate communication modes. Other recommendations were the provision of adequate, constant, regular training and retraining of sales counselors, careful and tactical design, motivation and implementation of internal competition, should be used by Airtel Nigeria. The application of different motivational methods and packages to different categories of sales counselors at different times was also recommended. All the recommendations were all geared toward the improvement of the performance of sales counselors.