Mike Rockwood believes salespeople need to approach all selling situations proactively He says their fear of uncomfortable situations too often leads to overpreparation and overplanning

Mike Rockwood believes salespeople need to approach all selling situations proactively. He says their fear of uncomfortable situations too often leads to over-preparation and over-planning.

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.

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.”

To avoid such a tragedy, help your team operate at a challenging and rewarding level — that Flow state of performance we have disc

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