"If you're not committed to doing the work to get to a goal, don't set the goal. Because all you do is hurt your self-esteem and hurt your confidence." Discover the critical difference between desire and commitment -- the two ingredients of the will to sell that determine whether your sales goals drive you forward or drag you down.

Every sales manager has seen it: a rep who knows what to do but won't do it consistently. In this episode, Mark McGraw and Josh Pitchford unpack why desire without commitment creates a dangerous gap -- and how managers can uncover a salesperson's compelling why without becoming a persecutor in the relationship.

In this episode, you'll learn:

The real difference between desire and commitment in sales

Four types of motivation -- and why only one is sustainable

How to uncover your (or your rep's) compelling why

The 1-to-10 commitment scale for honest goal conversations

Why caring more than your rep makes YOU the problem

The pilot light test: how to know if someone has the drive

Why setting uncommitted goals destroys your confidence

Host: Mark McGraw -- Building Your Sales Engine

Co-host: Josh Pitchford -- Building Your Sales Engine

Links:

Sandler: https://www.Sandler.com

Episode page: https://www.BuildingYourSalesEngine.com/

Show links: https://linktr.ee/buildingyoursalesengine

Mark on LinkedIn: https://www.linkedin.com/in/markmcgraw/

Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/