25 June 2001

When Top Performers Slump

What's the recipe for motivational rewards? (part 1)

by Mick Zangari and Benson Smith
The best sales managers know how to provide their star performers with just the right rewards to feed that drive for success. In fact, finding the perfect "fit" between motivation and rewards may be the key to focusing great sales reps toward even greater achievements -- or sending them into a slump. Here are some strategies to motivate your sales stars.
Smith is coauthor of Discover Your Sales Strengths (Warner Books, February 2003).
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See also
Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers
Your Salespeople's Impact on Customers
Managing Slumping Sales Stars
How Fit Is Your Sales Force?

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