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v class="googleright">The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said.
This is a very common complaint in any area of business. However, it is usually the managers who unconsciously demotivate their employees.
Sales people want to succeed in their jobs. When they sign on they’re psyched to do well in the company. Even if they are experienced, they are new to you and new to your company. If you haven’t made a conscious effort to show them how to do business your way, they will do it their way and probably be less effective than either of you hoped. What happens next is they become unhappy. That’s strike one. You’re disappointed, which shows