Check out this video excerpt where Tom speaks about the difference between motivational speakers, and instead, actually teaching salespeople how to be exponentially more effective.
Sales organizations used to try and motivate salespeople as a way to increase productivity. Today, the opposite is true. If you take the time to show salespeople how to be exponentially more effective, they will absolutely be motivated to repeat their successes. I don’t about you, but to me, there’s nothing more fun or rewarding that having an ‘unfair’ advantage throughout the sales process.
“Zig Ziglar is still the king of the podium, although sadly, he passed away just recently. I can say, however, he was by far the best motivational speaker I have ever heard. But as with other motivation speakers, my problem was, after I went back out into my territory all excited and ready to conquer the world, when I naturally reverted back to using the same old approach, I got the same lousy results. Thus, my newfound levels of enthusiasm tended to dissipate very quickly.” - T. Freese