If you are a sales manager you know it is difficult to motivate your sales team, but you also know that your ability as a coach is based on their ability to succeed in sales. The mark of a good sales manager is one who is making less in salary than their least performing sales person.

But how you develop a motivational plan to help your sales team achieve more? One way to do this is to redefine the sales goals in terms stated more readily understand in their personal lives. Below is an excerpt from a speech I gave to a sales management class, as I explained to them how best to talk to their salespeople in terms they could visualize and thus work to achieve those goals;