It's all from within

"What separates the top salespeople from the rest?" Steven consulted me. "What separates the men from the boys?"

In my personal opinion, the motivation to excel - this inner motivation - is what distinguishes the 20% of those who succeed in the sales job.

Throughout my 22 years in sales, I've found that individuals who possesses this inner motivation to do a job coupled with proper training and supervision are the ones who succeed. If an individual does not possess the proper inner motivation, all the training and incentives in the world will not make that individual highly productive.

We work for what is fun for us - at what we enjoy. If we enjoy our work because that work satisfies our inner motivations, we need no one to tell us to work harder - we will do it because we want to, because it is rewarding.

The 20%

from left: Judy, Shirley, Jiaye, Elly, Marie