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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 3

The Motivation to Succeed

The key element that separates the top 20 percent of all salespeople—the 20 percent who consistently sell most of what is sold—from the rest is their motivation to excel in a very special way. Only by understanding what motivates an individual from within can we know what it really takes to succeed in sales or any other occupation.

Companies are continually looking for ways to motivate their people. Motivational speakers are featured at company meetings and industry conventions. Incentive plans are developed, and contests are held. In most companies, there is an endless sequence of carrot and/or stick programs designed to motivate. Unfortunately, virtually all this attention to motivation deals with external ...

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