But this is not enough! It all pales alongside the importance of a personal relationship with each member of the sales team. That ‘s what our district sales managers strive for.     
          

What do most of us want from life? Not many things, but at least we want health, food, sleep, comfort, the well-being of our children, and a feeling of importance.               
That last craving is what Sigmund Freud calls, the “desire to be great.” What John Dewey calls, “the desire to be important.”  “The deepest principle in human nature,” said William James, “is the craving to be appreciated.” And the person who satisfies this heart-hunger will hold people in the palm of his hand.               
Our successful sales mangers know that keeps the fire of achievement burning within each of his salesmen and constantly kindle the flame. All of them need an anchor to windward, a confidant, a humorist, a listener. With such characteristics, a leader can move even the most introspective salesperson to a desire to achieve.                

Every successful manger is a motivator first because he or she is a leader—leadership being that indefinable something that makes people want to follow you and be like you. It produces a spirit whose presence instills loyalty and determination and pride.               

Some might say these lofty, idealistic word—spirit, pride. That’s not so, or the very essence of motivation would be dead. The fact is that response to motivation resides inside all people, and comes alive when worthy leaders and worth-while goals present themselves.