Another word that instantly de-motivates salespeople is "activity." Unfortunately, in absence of any other viable advice, most managers simply blurt out, "You need to increase your activity" to anyone who isn't at quota. This accomplishes nothing other than setting up rep to believe that a series of funnel reviews and performance improvement plans are soon to follow.

Finally, I see entirely too many managers pushing too hard to spend extra time with salespeople who are falling short. While it's necessary to spend time with these people, it's not a good idea to keep asking them what they need help with and to insist on riding along with them. This only turns up heat another notch on an already stressed-out rep. Nobody who is having trouble likes to be singled out, especially when extra attention easily can be mistaken for micromanagement.

To keep a struggling salesperson motivated:

1. Keep talk of funnels, forecasts and activity to a minimum.

2. Offer help without being overbearing.

3. Put your trust and confidence in that salesperson.

Stick with these guidelines and you'll not only do a better job of helping those who are having difficulties, but you'll see an overall increase in your sales team's motivation and enthusiasm.

Where is good news in all of this? Well, great news is that if you begin using new, innovative, "Information Age" methods for prospecting, you'll be miles ahead of your competitors who are wasting their time annoying people with cold calls. In this age of Internet and vast communication networks, why on earth would anyone knock on doors or make cold phone calls to look for business?

Think of power at your fingertips: there are literally dozens of ways to use Web and e-mail to let idea of Permission Marketing do its magic. Allow customers to raise their hands and let you know they're interested. Begin finding, implementing and reaping benefits of this bold, new Information Age we are in. Your competitors will be ones standing in bankruptcy court and explaining their "do-not-call" violations to government while you are happily taking orders.