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From Managing to Leading a Commercial Team Motivation : The set of processes that arouse, direct, and maintain human behavior toward attaining some goal. Focus on : > Individual needs > Individual goals > Social comparison > A broader approach taking into account the whole work environment
Animation of Commercial Teams THUONGMAI UNIVERSITY Hanoi Licence Professionnelle en Vente Catherine Glée-Vermande catherine.glee@univ-lyon3.fr http://iae.univ-lyon3.fr Course outline http://iae.univ-lyon3.fr What means managing a commercial team ? Basic nature of management : Is the management of a commercial team really different from the management of another team? History Recent trends and new deals Understanding People at Work to increase your efficiency as a manager : Perception and Attribution Personality and Emotion Self awareness From Managing to Leading a Commercial Team > Motivation > Leadership , Power and Authority > Groups dynamic and Communication > Managing change From Managing to Leading a Commercial Team Le’s start with MOTIVATION ! > Illustrated Daniel Pink video on motivation Managing people and groups Motivation Motivation What is motivating you? What were the circumstances in your life when you felt the most motivated Describe one What were the circumstances in your life when you felt the least motivated Describe one http://iae.univ-lyon3.fr Motivation Paula Lawler case : > What can we learn from this case when it comes to manage people, to ask them to work hard, to perform, to be involved ? Motivation Motivation : The set of processes that arouse, direct, and maintain human behavior toward attaining some goal Focus on : > > > > Individual needs Individual goals Social comparison A broader approach taking into account the whole work environment Motivation Basic components of motivation C.GLée IAE Lyon Motivation Arousal : the drive, the energy behind your actions > Pressure and performance : the inverted- U function or : the Yerkes-Dodson law : the performance increases with arousal, until we become overwhelmed after which performance falls > Notion of Slow Management…… • Amabile, T M., Hadley, C N., & Kramer, S J (2002) Creativity under the gun Harvard business review, 80, 52-63 10