Are your salespeople becoming stupid? Adam Smith, in The Wealth of Nations, says that’s what will happen if you merely provide a paycheck and fail to challenge a worker’s thoughts and emotions. He says your salesperson, “generally becomes as stupid and ignorant as it’s possible for a human creature to become.”
Productivity Prevents Stupidity
Nothing is more discouraging to salespeople, creates more stress for them, and is more mind-numbing than to be routinely overwhelmed by too many demands, too much data, and too little time to do the right things really well.