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Sunday, 31 August 2008
 
 

The "You Can Motivate Your Sales Staff" Myth

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The "You Can Motivate Your Sales Staff" Myth

In my first management course at the City College of New York over 30 years ago, I learned an important truth--you can't motivate anyone except yourself. As a manager, all you can do is "create a climate" in which your sales team members motivate themselves. It's true that you can motivate your staff with fear--the fear of management's anger, the fear of looking foolish or even the fear of losing their job.
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