Sales Management (The Brian Tracy Success Library)

SEVEN

Practice the Performance Formula

Each person behaves at a certain level today and can behave at a higher level in the future. The performance formula is A × M = P (ability times motivation equals performance). It is your attitude more than your aptitude that determines your altitude.

Ability is a function of aptitude, the necessary characteristics and qualities required for a particular job, plus experience, plus training, plus education.

Aptitude itself is a function of three factors: First, it is a function of natural ability, which can be inborn or can be developed. Second, it is a function of experience. The more relevant experience people have (or have had) in performing the sales or sales management function, the better they are going ...