| Do you run a sales team? Have you ever noticed | | | | reported to a sales manager, on average |
| that sales people are brilliant at coming up with | | | | produced less than sales people who did not have |
| excuses for why their promised sales didn't | | | | a sales manager. |
| eventuate. I use a simple strategy on my sales | | | | The reason for this was that the sales managers |
| team that stopped the excuses and doubled the | | | | tended to be critical of the shortcomings of their |
| sales. | | | | team members and this made the sales people |
| A couple of years ago I read a very interesting | | | | nervous. They became so preoccupied with |
| piece of research. The business school of a major | | | | having to face the music at the sales meeting |
| university was conducting an international study | | | | that their focus was on failure rather than |
| into sales management. One of the amazing things | | | | success. If your focus is on failure then failure is |
| they discovered was that sales people who | | | | what you will get. |