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Finally, it is your responsibility to convert salespeople from having money need to being money motivated and the most effective method for accomplishing this is to have them go through a professional goal setting program.
Don't ever confuse a salesperson's unhealthy need to be paid more with a powerful and healthy desire to earn more.
Dave Kurlan is the author of Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball ( www.baselineselling.com ). He is the founder of Objective Management Group, Inc. ( www.objectivemanagement.com ), the pioneers in sales assessments and he is the CEO of David Kurlan & Associates, Inc. ( www.SalesDevelopmentSpecialists.com ) a leading sales force development firm. Dave can be reached at 800-221-6337 or by email at firstname.lastname@example.org
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