THE RELATIONSHIP BETWEEN MOTIVATION AND EFFICIENCY OF PROFESSIONAL SALES MANAGERS

The relevance of psychological follow-up of economic processes is determined by growing interest in the human factor influence on the socioeconomic efficiency improvement. Labor psychology has well-proven the obvious link between motivation and success of the expert work. The aim of the study was to determine the influence of personal qualities of sales managers on the economic effectiveness and professional success. Professional success is understood as the optimal combination of personal and professional achievements which correspond to the quality standards. The diagnostic instrumentarium is represented by two groups of techniques. The first group includes such methodologies for assessing personal qualities as "Locus of Control" offered by Julian B. Rotter, "Motivational profile" by Sheila Ritchie and Peter Martin; "The Motivation to Success" by T. Ehlers; "The Motivation to Avoid Failure" by T. Ehlers. Second group includes methods of economic efficiency. The study proves that those managers who possess external locus of control have higher level of professional efficiency. They have the motivation to be recognized and this fact has a positive impact on their overall economic efficiency. However, their focus on the outcome has a negative effect on the results of personal achievements.