An employee at this level is extremely loyal and dependable. Many employees are happy and comfortable at this level and do not wish to be further challenged. Relish their attitude, it means dependability and quality service to you. There are three kinds of recognition - money, power and position, with power and position occupying almost the same area. If this sounds like a plan for a sales force, it is.
Most salespersons know they can survive, that they have the security based on past performance.
They desperately need the belonging, so don't neglect this, but they also crave recognition of their talents and their contributions to your company. Give it to them and you will be amply rewarded in increased sales. Don't make the mistake of thinking all sales people fit into this area, however. Many are firmly rooted in the security level and must work their way out of that and through the belonging phase before recognition can be addressed. People at this level obtain their rewards in helping other people to obtain theirs.