Question

Your boss wants to motivate a team of software salespeople. She knows that you are studying OB so she asks you to tell her how to do this using the theories of Abraham Maslow and David McClelland. What will you say? Explain the motivation theories of each of these psychologists and give specific advice about what each person might reasonably suggest about motivating a group of software salespeople based on his writings.

Answer 1

Answer:McClelland's Human Motivation Theory states that each individual person is driven by three things 1. The need for achievement,2.affiliation or 3.power

These are motivators that each person accumulate through culture and their own experiences in life.

Maslow proposed that a person get motivated by their desire and attempt to fulfill five basic needs which are physiological,safety, social,esteem and self actualisation , these are factors that pushes the person.

Explanation: McClelland would advice that you actual gives the software salespeople a clear precise goal that they are working towards and what rewards awaits them if they reach that goal. Give them a reasonable future reward that will drive them to feel a need to achieve certain sales. Have growth procedures in place for each individuals based on certain sales achievement so for example be able to actual move people into higher post if they perform well.

Maslow would advice that you actual make your salesperson team feel secured in their jobs such that they feel more driven to perform knowing that their jobs are secured and there is always room for growth.