If a member of my sales staff has eight or ten bids for work out there, he’s in trouble with me. There’s comfort in having lots of possibilities and comfortable sales people are not out there generating more leads—they’re comfortable.
So if you manage salespeople, insist they ask for the sale. Now. Today. I guarantee their sales and motivation will both increase in direct proportion to that single effort—asking for the sale.
Remind yourself that without a sale, there is no company.