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On Courage Would you like to have more courage? Here are five short rules, which, if you follow them, I guaran- tee will increase your store of fortitude. 1. Act as if you were courageous. This makes you a bit braver – as if one side of yourself had been challenged and wished to show it was not wholly afraid.


2. Pause to reflect that others have had to face great discouragements and great obstacles and have overcome them. And, what others have done, surely you can do.


3. Remember that your life forces move in a sort of rhythm and that, if you feel depressed and without the power to face life, you may be at the bottom of the trough; if you will keep up your courage, you will probably swing out of it by the very forces that, at the moment, are sucking you down.


4. Remember: You feel more defeated and downcast at night than during the daylight hours. Courage comes with the sun.


5. Courage is the measure of a big soul. Try to measure up.


– DALE CARNEGIE


VIDEO: THE SECRETS TO BUSINESS DEVELOPMENT WITH LISA PESKIN


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Meaning Is a Great Motivator An effective sales manager knows that money is not the prime motivator to a salesperson – meaning is. To create a highly motivated sales team, we need to continuously reward the three Ps of the salesperson. • The first P stands for “Performance.” A good sales manager recognizes the value of good results and pays for productivity. This basic level of motivation satisfies the salesperson’s economic and power needs. Reward good performance!


• The second P stands for “Position.” The effective sales manager recognizes the value of the salesper- son’s position by creating support systems that add greater importance and opportunity to all sales jobs. Don’t just give lip service by saying, “Noth- ing happens unless somebody sells something.” Instead, ask yourself, “What can I do today to get everyone in our company to support the sales


One-fifth of the people are against everything all the time. ROBERT KENNEDY


team?” In this area, salespeople don’t want rheto- ric, but action. This level of motivation satisfies the salesperson’s achievement needs.


• The third P stands for “Person.” Recognize the value of the individual. Satisfy their need for pride in be- longing to your company, their need for recognition in front of their peers. Satisfy their need for seeing their picture in your company newsletter, their need for receiving a personal letter from the company president, or their need for your words of praise and admiration for a job well done. Motivation is not a one-way street. As you cover


all three levels of motivation, you’ll realize that your investment is paying off handsomely. You’ll see a dy- namic sales team, you’ll realize consistent above-quota results, and you’ll get that indescribable, deep-down good feeling that you’ve contributed to something very meaningful. As long as you reward the performance, the position, and the person, you’ll be motivated, too.


– GERHARD GSCHWANDTNER


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