Managing the Motivation of Sales Managers in the Company Top Stretching

Motivation management is an integral element of a successful business and contributes to the achievement of business goals and the overall prosperity of the company. To date, the popularity of stretching studios is actively increasing. Topstretching is the most popular studio in Moscow. One of the key factors that influenced the success of the studio are sales managers. They play an important role in business development and are a key link between the studio and existing and potential customers. Without well-trained, experienced and motivated sales managers, the studio risks losing potential customers. The purpose of the work is to develop recommendations for improving the motivation system for sales managers in Topstretching. To achieve this goal, the following tasks were set: to study theoretical approaches to staff motivation; to analyze the socio-economic characteristics of the company; to examine the current motivation system of Topstretching sales managers; to identify shortcomings in the existing motivation system by conducting quantitative and qualitative research; to develop practical recommendations for improving the motivation of Topstretching sales managers, taking into account the identified problems and insights; to propose key metrics for evaluating the effectiveness of the proposed recommendations. In the course of the work, the following approaches were applied: analysis of scientific publications, study of company documentation, monitoring of processes, interviewing and questioning employees, as well as synthesis and presentation of the conclusions obtained as a result of the study. As a result, 17 recommendations were formulated to motivate sales managers in Topstretching in the following areas: creating prospects and conditions for growth; the atmosphere within the team; development and training; individual approach to employees; additional intangible bonuses. Each recommendation is supported by a successful case of its application in Russian or foreign companies. To measure the effectiveness of the proposed recommendations in the listed areas, 9 KPI metrics were proposed to analyze the quantitative and qualitative indicators of sales managers in the company.