Pick up a typical sales report and what words do you find? Verbs like analyse, forecast, plan, assess and schedule, are used in pursuit of efficiency, productivity and predictablability.
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What type of people are well-suited to meet and exceed the call? Obviously, people who are efficient, effective, proficient, competent, productive and co-operative.
I believe that true sales leaders need to go beyond: We need to be inspired, motivated creators who are enthusiastic and able to consistently deliver against our key objectives. We should be developing individuals who are not afraid to challenge paradigms, who are prepared to go that extra yard in search of excellence and who understand that success is 80 percent attitude and only 20 percent aptitude.
For a group of people to remain consciously competent, performing at optimum levels, they require frequent injections of stimulation, motivational guidance, coaching, prompting and directing, otherwise, they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent.