It’s often challenging to get sales reps to stick to organizational activity plans especially when they are not fully bought into how much it drives their ultimate success. Most sales reps fully understand what they need to do in order to be successful, however it’s very difficult for them to push beyond their usual comfort zone.

Sales managers should help pull their sales reps in the right direction to success rather than pushing them and applying even more pressure than they already face. A crucial part of the problem is that both the manager and the sales rep focus far too much on the sluggish sales numbers. Too much focus on the problem itself simply exacerbates the issue.

If you dwell on the fact that sales have slowed down, then your mind will accept it as the law of the land. Law of the mind in this case. This is the current mindset of many sales professionals along with managers and CEOs. Once the sales mind accepts that factors beyond their control are affecting their performance, then that negative thinking hijacks the brain’s sub-conscious.

Brainstorming sessions would serve as a more powerful tool for sales managers to kick off the day than regular morning meetings. What better way to get sales reps in full gear to begin their daily activities with energy and enthusiasm. The regular meetings of things to address can be deferred to later in the day perhaps before lunchtime or before the end of the day.