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 ...

Get Sales Management (The Brian Tracy Success Library) now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.