Too many sales leaders still believe in the outdated approach:
“Treat ’em mean, keep ’em keen.”
The idea? Keep salespeople on their toes so they don’t get complacent.
The reality? It doesn’t work.
Watch this week’s video to see a better way to motivate our sales teams.
When leaders constantly tell their team to “be better,” salespeople don’t hear motivation - they hear negativity and criticism.
“David, you could do this better.” → sounds like: “David, you’re not good enough.”
“Jocelyn, that was a great call!” → sounds like: “Jocelyn, you’re doing really well.”
Sales thrives on confidence.
Yes, people need tips to improve sometimes.
But, when this becomes constant, all we’re doing is magnifying the bad and ignoring the good.
As leaders, our job isn’t to keep feet on the ground - it’s to lift people up, to elevate them and celebrate their work.
Change today: elevate your team. Then watch your revenues really take off.
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