Abstract
Diagnosing the influences on salesperson motivation tantalizes researchers and managers. Should they assume that pay raise compensates for the salesperson’s work-life balance dilemma: being available at any time for customers? Or should they reduce those less acceptable aspects by investing in sales enablement technology for more clerical help? Sales researchers exhibit deep interest in the antecedents to sales force motivation because the stakes are so high. In US, companies invest more than $800 billion annually in maintaining their sales forces — 4.7 times larger than all the media advertising costs. In France, the profession in sales has become the 4th hardest job to fill since 2017. As the demand for sales professionals is growing, this marketing investment may go far beyond expectations.