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Writing at getentrepreneurial.com, Sales Psychology Expert Gregory Stebbins draws on Niccolo Machiavelli to explain why you can’t get great results using fear to motivate sales professionals. I’m not comfortable with using a word like ‘love’ in this context. I’d prefer ‘understanding’ or ‘consideration’ but he’s right when he says the softer approach is more effective – particularly with today’s workers.

In today’s world of knowledge workers who will job hop in a New York minute, which choice do you think would attract more qualified sales leaders to your sales organization? This is not a trick question. Support your workers and associates in knowing they are whole people doing a job, not being the job. In that awareness, fear falls away, job enjoyment and satisfaction increases and the whole company moves into the new paradigm of enhanced excellence, productivity… and loving