The biggest challenge facing Sales Managers today motivating and retaining employees. Motivated employees are needed in rapidly changing workplaces. Motivated sales teams help organizations survive simply because they are more productive. Motivation is an organization's life-blood; yet "motivation," as a business subject, is largely ignored. Seldom is a clear, coherent, and overall approach taken to the challenge of motivating people. Most organizations don't give it much thought until something starts to go wrong.

There are various factors that motivate employees and they keep changing and entering into new stages of fulfillment. As employees' income increases, money becomes less of a motivator. Similarly as employees get older, interesting work becomes more of a motivator.

Abraham Maslow, an American psychologist who was a pioneer in humanistic counseling methods and coined the term 'trans-personal psychology'. Maslow believed that the need to develop a person's basic potential can take precedence over other motivators which may appear to be more evident.

Maslow Pioneered a model commonly known as 'Maslow's Hierarchy of Needs', which sheds much light on what motivates people to seek out certain positions and therefore helps sales Resource professionals to determine how best to use these basic building blocks which encompass human nature. Maslow's Hierarchy of Needs is a five tier model which explains human needs in the order in which they take precedence.

The first tier which is defined as physiological needs, relates to the need for survival, food, water and shelter, and is the most prominent need to shape man's motivation. Maslow believes people attempt to satisfy these needs in a specific order. A person will strive to meet physiological needs before addressing needs for safety, love, and so forth.



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