Exemplary sales people build relationships around customers life events. Great coaches expect more of their people than they think they can possibly achieve. If the coach believes that people can do more, their people expect more from themselves. The performance of followers rises or falls to meet leaders expectations. People aspire to excel, love to learn, are intrinsically motivated, and respond to challenge.
Leaders motivate by giving ownership of processes and their outcomes.
They liberate people to do what is required of them. They train every day. Continuously improve performance Front-line leaders run their team as if it were a business unto itself. Through local reengineering, they reinvent the branch or sales office. Exemplary sales leaders focus on profit, not revenue.