I have written a lot about sales and selling (27 articles) at Business Performance Coaching and the other day I wrote a post about how important action is in business. I remember someone asking me:

I remember someone asking me, "How do you motivate salespeople?" and my response was, "The best salespeople are already motivated." They have their own emotional, intellectual, and material reasons for getting up in the morning and going after what they want most.

It is this 'motivation' that moves them to make plans, take certain types of actions, do what needs to be done. It is this internal motivation plus a clear vision of the goal that actuate and incite them into action. You cannot build what you cannot see, which is why having a clear vision makes such a big difference. Via Action is Omnipotent

Here is my question to you.

What has been your experience working with your sales staff? Does my statement "The best salespeople are already motivated." seem glib or shortsighted?

If you are a sales professional, how has selling changed in the last 5 years?