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Motivation and retention of employees are two of the biggest challenges facing Sales Managers today. The rapidly-changing workplace of today mandates that employees stay motivated. Sales forces that stay motivated help businesses survive due to increased overall productivity. Motivation is the basis for survival for an organization, yet it is usually ignored as a business topic. There is no clear-cut and well-defined approach to tackling the challenge of employee motivation. Most companies usually ignore it unless a problem crops up.

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.

A psychologist from the USA, Abraham Maslow, first devised the term “trans-personal psychology” and was the first to use many humanistic methods of counseling. Maslow’s work led him to believe that many apparently obvious motivations for people’s behavior are less important than basic personal development.

Based upon his observations and research, Maslow concluded that within the psyche of all human beings, are five levels of increasingly-important chronological desires. He structured his findings into a model which has become known as “Maslow’s Hierarchy of Needs.” Sales professionals can utilize this information to identify how these basic building blocks of humanity are applicable to their work.

The first and most vital needs to motivate man are physiological needs which include survival, food, water, and shelter. People try to meet their needs in a certain order according to Maslow. A person must meet their physiological needs before attempted to meet the needs of safety, love, and more.

Maslow looks at his first four needs in his hierarchy as deficiency needs. Deficiency needs stop motivating once they are satisfied. However, the final need being self actualization is a need that drives our behavior throughout our entire life. If a business continually gives employees the opportunity to meet this high level need the company should expect its employees to be well motivated.

Because self-actualization is such an intangible concept, there are two theories surrounding it. One school of thought is that we never actually achieve self-actualization but are always striving to achieve our highest potential, while the second belief is that we can achieve self-actualization which lasts only a short while because we will soon find another pinnacle to surmount. Those who strive to realize their potential tend to look for positions which allow them autonomy so that they can make an impact by creating something special or putting their ideas across in an important way.

A business plan is a formal statement of a set of business goals, the reasons why they are believed attainable, and the plan for reaching those goals. Business plans that identify and target internal goals, but provide only general guidance on how they will be met are called strategic plans. These plans may also target changes in perception and branding by the customer, client, tax-payer, or larger community. Learn how to create a winning business plan. Writing a business plan will force you to objectively develop and evaluate your tactical and strategic plans.There is no fixed content for a business plan. Rather the content and format of the business plan is determined by the goals and audience. For example,a business plan for a non-profit might discuss the fit between the business plan and the organization’s mission. Banks are quite concerned about defaults, so a business plan for a bank loan will build a convincing case for the organization’s ability to repay the loan.

In the U.S., many of the new jobs have been credited to small busines. There are workshops available for everything from joint ventures to developing business ideas. A business plans handbook is a compilation of actual business plans developed by small businesses throughout North America. This handbook includes checklists and operating forms for small businesses. The FTC is an organization that works for the consumer to prevent fraudulent, deceptive, and unfair practices in the marketplace and to provide information to businesses to help them comply with the law. Employee Identification Number is a necessity even if you have no employees. Most wholesalers will ask for it. Most wholesalers will ask for this before you can do business with them.

There is much to do and consider when writing a business plan. Keep in mind this is a critical document. Owners of businesses do not take planning seriously and fail. In the U.S, check local and state laws where you plan to do business. One of the many questions about business planning I receive is how long a typical plan is. Business plans can vary in length and detail. Growing your business using information technology and the internet takes careful planning and many businesses are unsure about how to proceed.

– Creating your own business opportunities

– Planning your personal road map to success

– Pricing what you sell — Money: what you’ll need and where to get it

– Making it legal

– Who owns the business.

Finally, your plan may help you develop as a manager by giving you practice in thinking about competitive conditions, promotional opportunities, sources of finance, etc.

Economics is always part of a business plan in some form or other. Whether you are starting or growing a small business, a sound business plan is your roadmap to success. Business plans can be simple or complex — it all depends on who is driving and where they want to go. These plans will still be needed for banks or investors, and most businesses need to go through that. A plan that has changes in perception and branding as its primary goals is called a marketing plan. Your business plan will become your roadmap to chart the course of your business and its success!