Företagschefers och säljares syn på motivation och kompetensutveckling inom försäljningsbranschen : En kvalitativ studie som undersöker faktorer som påverkar kompetensutvecklingen och motivationen inom försäljningsbranschen.

Sammanfattning: The purpose of this study was to answer three questions and to provide in-depth knowledge of how a company in the sales industry works to improve motivation and skills development. The focus of the study is directed with the help of Hertzberg's two-factor theory towards how the company develops competence, how managers motivate their employees and how the competence of the employees is preserved. I used semi-structured interviews at a large company in the sales industry. I then analyzed the results with support from Herzberg's two-factor theory and found patterns in the interviews with the managers and employees about both competence development and motivation. Herzberg's hygiene and motivation factors are the study's analytical tools for seeing what motivates and develops competence within the company.The company I investigated is in the car sales industry and it requires a lot of training, as you cannot sell without knowledge of the cars. The managers said that as a salesperson, you start with a two-week training period and then get a mentor to help you for the first couple of weeks. During the year, suppliers come and hold educational days with the employed sales people so that the knowledge is maintained and renewed. In order to develop, the sales people work with certain longer educations that are partly web-based, but also a few days of education at another location to become certified. Managers also say that they usually eavesdrop on their salespeople when they sell in order to subsequently give feedback, both positive and negative criticism, so that they can develop and become more motivated in their work, this is a good and easy way to train their salespeople to become even better. It also gives managers an opportunity to show that they are there for their employees.The sales people elaborate about the educations they attend continuously and that you get a certificate. They say that it is generous with training at the company, and appreciate the opportunity to develop and it motivates the sales people to continuously develop. They feel that their managers see them and that they have good relationships between colleagues, which also leads to good motivation at work because the relationships are strong and maintained. In the company, there is a high level of knowledge among both salespeople and managers, which shows a unity within the organization, which is positive. A lot of training and the strong relationships within the company affect the motivation and competence increases.  Keywords: employees, competence, knowledge, leadership, sales, competence development, knowledge transfer, motivation, customer relationship, sales competence.