Overview
Salespeople and sales managers are obsessed with motivation. However, what we think of as motivation is really inspiration, which, while it may bring short-term results, doesn’t give us long-term results. Long-term results come from another kind of motivation called continuity. The way to get from inspiration to continuity is momentum.
It may sound like a hot take, but I think you’re already motivated enough. I think your people are motivated enough. As my mentor Mr. Carl1 would say, “Gregory, if you are showing up to work each day sober, rested, and on-time you’re 90 percent of the way to success.” If we discard Mr. Carl’s penchant for hyperbole, we’re left with the question: if most of what it takes ...
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