The Power of Empowerment: How to Motivate Your Sales People to Do More
By Pete Peterson, Xerox – It’s all too easy to say that salespeople are money-motivated, so there’s almost no need to motivate them. Nothing is further from the truth, and if you’re taking the easy way out you can almost bet they will too.
Great sales professionals are like any other great performer. They need great coaches. The greatest basketball players, football player, and other athletes will always cite their coach as the key ingredient to their success. Same for the greatest ballet dancers and musicians.
So how do sales managers become the great coaches that develop the great sales professionals?