Updated: Jun 3, 2020
I meet hundreds of salespeople a year as part of my work as a sales coach and trainer.
The salespeople who always reach and exceed their targets are those with a powerful WHY.
They have a determination to self generate opportunities and make things happen.
You can't make a person prospect and being dictatorial with cold calling targets does not work.
Sure, you'll get the volume of calls made, but not the outcomes you want.
The WHY and the hunger has to be there.
They have to want it for themselves and be working towards what amazing success looks like for them.
Do you know what really drives your people?
What really gets them out if bed?
What they want out of life?
Knowing that is part of the key to successful sales management.