This document discusses motivating salespeople and sales forces. It covers: 1. What motivates salespeople, including intrinsic factors like enjoying their job and extrinsic factors like pay and benefits. 2. Theories of motivation, including Maslow's hierarchy of needs, Hertzberg's two-factor theory, and Adam's equity theory. 3. Ways to motivate salespeople, such as financial rewards, recognition, training opportunities, and balancing work and personal life.