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1. Start with a Clean Bill of Health:
Do a quick checkup and eliminate threats to selling.
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2. Spark a Performance Pursuit:
Tap each person’s most compelling aspirations.
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3. Get the Fast Pass:
Prepare early and build relationships to beat the competition.
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4. Play Your Depth Chart:
Flex the team to pursue revenue opportunities with the right talent.
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5. Activate Expectations:
Set expectations in a way that ensures that they contribute to sales.
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6. Coach Like a Professional:
Be a respected coach who demonstrates actions in the right settings.
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7. RSVP Feedback:
Give instructive feedback, then require follow-up.
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8. Heighten Reward Potency:
Reward successes in powerful, personal ways.
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