Dear Sales Managers …

Sales managers, heads up. This one is for you.

Henry Ford once said, “Whether you believe you can or believe you can’t, you’re right.”

I modified that a bit …

“Whether you believe your sales rep can or believe he/she can’t, you’re right.”

When you consider your sales force - and especially the newbies - you probably have a gut feeling as to whether or not they’re going to work out. There might even be some reps that you just flat out don’t like. You’re welcome to your opinion but given the fact that it’s in your best interest for the rep to work out, why not turn any negative feelings away and completely commit to the success of your sales reps? Think you already have? Think again. Criticism directed toward the sales rep plants the seed of doubt, a seed that will grow into failure over time.