Expectancy theory, when applied to sales force motivation, can assist managers to encourage salespeople to perform at levels that meet individual needs as well as company expectations.

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Expectancy theory suggests that individuals are motivated to perform if they believe their efforts will lead to desired outcomes. In the context of sales force motivation, managers can use this theory to align salespeople's efforts with their personal goals and the company's expectations, thereby encouraging higher performance levels.

Expectancy Theory, When Applied to Sales Force Motivation, Can Assist