When do you do your best work? When you feel bad or when you feel good?

The obvious answer is when you feel good. No one feels like doing much of anything when they feel bad.

When people don’t feel so good, they end up doing very little….not a good situation for you.

So it begs the question: does the salesperson brimming with confidence sell more than the salesperson who lacks confidence? The answer may seem obvious, but why do so few average sales managers spend the majority of their time building their people’s confidence up instead of ripping it down?

It could be that many sales managers are former sales salespeople themselves and  “seagull sales management” (swoop in, dump on the rep, then fly away), is all they know.  In this case, unfortunately, ignorance begets more ignorance… Continue reading →