Motivate the Whole Team

There's more to motivating your sales force than just rewarding the top producers, says Robert Pater, managing director of MoveSmart (www.movesmart.com), a Portland, Ore., consulting firm, and also a martial arts expert and author of Leading from Within: Martial Arts Skills for Dynamic Business and Management (Park Street Press, 1999). “Motivate novice reps with something that will help them to move up another level,” he suggests, such as bringing them to

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