When I started my sales career the traditional methods of motivating your sales team were quite basic and binary - it was all about using the carrots and sticks of fear and greed to pull and push them to perform.

Thankfully things have moved along in the intervening 30 years so it's inspiring to hear David Freedman of Huthwaite International talking, on the Sales Code Podcast, about removing the salesperson's fear of failure. If you have been watching the results of both the England Women and Men's football and cricket results over the past few years you will see how great potential can be released through creating what we now call psychological safety in a team.

Huthwaite International is the company behind the world class SPIN® Selling methodology of which I am such as big fan. Listen to the full audio episode to find out how to build a high performance sales team and what great sales people do.