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Trustpointe, Inc. | Indianapolis, IN

Marcus Cauchi

Most managers go into massive “critical parent” mode when they realize, too late, that a salesperson has a lot of ground to make up the remainder of the year. They say things like, “You need to sort yourself out and get back on track...” and they think it’s going to work! The truth is it never works… although a salesperson sometimes produces good results in spite of what the manager says.

This article discusses concepts and strategies from our No Guts, No Gain assertiveness program. This self-study program was designed from David Sandler’s teachings on goal-setting, getting tough, and avoiding game and powerplays.

You cannot motivate anyone to do anything ever. Why? Because motivation is an internal force. It stems from personal responsibility and the individual believe they can control their own destiny. Your motivation cannot be transferred to them.