If a member of my sales staff has eight or ten bids for work
out there, he’s in trouble with me. There’s comfort in having lots of possibilities and comfortable sales
people are not out there generating more leads—they’re comfortable.
So if you manage salespeople,
insist they ask for the sale. Now. Today. I guarantee their sales and
motivation will both increase in direct proportion to that single effort—asking
for the sale.
Remind yourself that without a sale, there is no company.