Sales managers have to be part-time psychologists in their leadership position. The best salespeople have an internal motivation that drives them to succeed. Yet, a strong sales manager still has to know each salesperson’s drivers and how to access them when needed. Selling Power offers a short article titled Internalizing Motivation that discusses this topic: Sales trainer Don Hutson recounts the story about a sales manager who approached him at one of his seminars and said, “I don’t believe in motivation because it doesn’t last.” Hutson replied, “A bath doesn’t either, but it’s a good idea to take one once in a while.” Hutson says sales managers can’t directly motivate… Read More
Continue Reading