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Understanding Motivation - A Key Requisite of the Sales Manager

Written by: Colly Graham

Article Overview: Company Goals v Job Satisfaction “To be able to motivate people to peak performance we need to be able to find areas where organizational goals overlap individual needs and goals” Motivation is a battle for the heart – not just an appeal to the mind

Understanding Motivation - A Key Requisite of the Sales Manager

• Company Goals

• Job Satisfaction

1 The Job Itself - challenging, exciting, sense of accomplishment
2 Values - are they valued as employees
3 Fellow Workers - are they responsible, intelligent, do they get on well
4 Supervision - do you listen to their ideas, and provide with things they need to do their job

5 Company Policies and Support - company benefits, sales training, promotional support

6 Pay - compared with other companies, incentives to increase sales
7 Promotion and advancement - opportunities for advancement
8 Customers - do they respect the sales people are they fair
• Role
• Pay
• One’s Life in General - Values

“To be able to motivate people to peak performance we need to be able to find areas where organizational goals overlap individual needs and goals”

• Motivation is encouraging people to WANT to do what YOU want them to do!

• Motivation is a battle for the heart – not just an appeal to the mind

• Connect with the passions people have and they will follow you to the ends of the earth

There is one driver behind all human behaviour.
A four word phrase sums up the reason for everything we do, everything we desire and every path we seek. It explains every breath we take from birth unto death and is the root of our entire being. It is the ultimate marketing slogan and the basis of every mission statement.

The “Need to be Needed” principle

It is not enough to be loved

People need to know they are needed

The Sales Manager needs to:

1 Gain an understanding what motivation is

2 Measure motivational needs and assess the job environment

3 Develop motivational programs to improve performance


Maslow’s Hierarchy of Needs Theory

1 Physiological Needs
(food, shelter and sleep)

2 Security needs
(Protection, safety, order)

3 Belonginess and Love Needs
(acceptance and affection)

4 Esteem Needs
(achievement, status, recognition)

5 Self-Actualisation Needs
(self-fulfilment, doing well at what one is suited to do)


Four Simple Motivating Factors

1 The Need to be Loved and Liked
2 The Need For Approval and Acceptance
3 Curiosity
4 The Search for Identity

Related Articles
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  Managers As Motivators
  Sales Manager Excuse: Dreading a Sales Meeting
  What Kind of Sales Manager Are You?
  What Seagulls Can Teach You About Top Sales Leadership

Article Tags: advancement opportunities, company goals, company policies, ends of the earth, fellow workers, food shelter, hierarchy of needs, hierarchy of needs theory, human behaviour, job satisfaction, motivational programs, organizational goals, passions, peak performance, physiological needs, self actualisation, self fulfilment, sleep 2, ultimate marketing, word phrase



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