Thursday, March 26, 2015

I recently had a troubling encounter with a couple of our AEs. When rolling out a new program, wrought with potential, the first reaction from these two A's was, "Why it wouldn't work, then why it would."

In order to be a successful AE, you must first be the eternal optimist.

A friend once told me his grandmother always told him, "Whether you believe you can or you can't, you're right."

It's our role as managers to "position" such programs, provide help with prospects and maybe even "role play" the pitch to help show confidence and motivate, but if you look around your sales pit, and you see more people that start from "negative 2" than "positive 2," you are just not going to get there.

Manage that now.