In this episode, Paul shares his thoughts on motivating your sales team.

Show Notes:

Top-achieving salespeople are more motivated than they are talented. The key is to create an environment where your sales team can motivate themself.

Salespeople have a target to hit. Their job is to hit that target, whether it’s good times or bad times. 

“People rise or fall to the expectations they are given. If you lower a salesperson’s target, they’re eventually going to live down to that expectation.”

Establish new activity targets to complement the achievement target. Activity-based targets will give salespeople something to accomplish. 

While you're coaching your team, focus on their behaviors and process, not their performance. The goal is to reinforce the behavior and the process that will lead to the results. 

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