I have been consulting with a lot of sales managers and business owners who need and want sales training, but they are concerned that the training might be wasted on some of their sales reps (sometimes as much as one-third of their team) because this portion of the reps are either resistant, or simply unmotivated.

"Why should I spend the money if one-third of my sales reps are going to tune out?"  They ask me.

Some SME decision makers don’t allow their workforce to work from home despite obvious business benefits, according to research carried out online by YouGov, on behalf of NewVoiceMedia.

In order that the sales force break out of this vicious cycle, boost your sales people by using the following management rules:

1. Do not keep bad news to yourself. Let them know about the company, division and economic situation. If sales people have to read the press about businesses going into liquidation and sales departments clsoing down, they will become rather nervous.