The issues of attitude and motivation seem to confound most sales organization. Companies will go looking for a "motivational speaker" to pump life into a lethargic sales group. Sales managers will search high and low for the latest gimmick to try to stimulate their sales effort. What they don't seem to understand is that they have the power to unleash the motivation of their organization by focusing on the significant contributions. What do we normally focus upon? Budgets! Sales Forecasts! Expenses! Activity Reports! Here's where we should be focusing our attention....

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