What is a need?
We have all heard of “Maslow’s Hierarchy of Needs,” but let me simplify his theory: A need is necessary to live and function. An unfulfilled need can lead to disease, inability to function effectively in society, and even death.
Needs can be categorized into two groups;
Objective needs:
- Food
- Water
- Shelter
- Safety
Subjective needs ensure our mental health:
- Self-esteem
- Sense of love and belonging,
- Approval
- Personal growth and development
- Self actualization (the ultimate need)
We can spend more time concentrating on our subjective needs by meeting our objective needs.
For example, celebrities like:
Oprah Winfrey
Tom Brady
Michael Jordan
Lady Gaga
Mark Cuban
Have a need for a sense of esteem, approval, and self-actualization that resulted in their achievements and fame. Their need to achieve their dream was as strong as their need for the next breath.
Why is this important to a Sales Team Leader? Because you must know the difference between an objective need and a subjective need to motivate your employees. Each employee has different NEEDS.
You must know how to motivate them:
- to use more of their life force's true potential
- to retain their loyalty to you and your company
Each salesperson may work the same number of hours each day, but some only work to meet their basic objective needs (job security). Others may strive to achieve their subjective needs. Most don’t achieve celebrity status, but we all have subjective needs.
As a sales team leader, knowing that your slightly above-average salespeople have a subjective need to achieve can help you create an environment where even the lowest producer on your team can become successful. But this takes patience.
Everybody may not need to become a Top Producer, yet we have many success stories of people who did need to prove themselves. And once a successful path was provided, they went from debt and poverty to earning substantial incomes.
Suffice to say, NEEDS MOTIVATE PEOPLE!
Remember that your mind is magic, and you are the magician
This post is Part 7 of 10 in the series "The Magic of Your Mind, and You are the Magician"
- Gratitude - What you are grateful for RIGHT NOW is the clue to what you want more of.
- Wants/Desires - The inner drive to achieve and succeed.
- Fear of Failure - It stops most people before they start.
- Vision - Your gift from the universe. Most people are so distracted that they never see their vision.
- Purpose - Your why. It's bigger than you and part of giving back.
- Goals - The Score Card toward your Vision.
- Needs - Must do now (not “nice” to dos).
- Prioritizing Actions - Blocking time for High Payoff Activities in your calendar.
- Accountability - You can’t do this on your own! You'll need a trusted person to hold you accountable.
- Habits - You are your habits.
