But this is a Blog about Understanding the Sales Force so how does Gloria Steinem’s speech tie in?  One of her many insights referred to what women should say (to themselves) when they look at themselves in the mirror.  She urged them to say things like, “I see a business owner” or “I see a candidate” instead of “I look fat.”

Well, that’s exactly what you need your salespeople to do each morning if you want them to become over achievers. 

One of the things I always liked about reading this monthly magazine for the wealthy is its ability to humble me.  Whenever I think I’m doing OK, all I have to do is look in there and see homes, cars, boats, planes, jewelry, adventures, vacations, and even phones that are out of reach.

The application that didn’t do anything but used up all the resources – how much similarity there is between that and your salesperson who doesn’t effectively qualify his large opportunities?

Our five-year old son, a frequent subject on this Blog, has two girlfriends.  This is one area in which he does not take after his dad!  While he loves being with both of them, Mary drives him nuts while Sally simply causes him to float on air.  He isn’t really aware of how each girl impacts his behavior after he being with her, but we sure are!  He can be moody after being with Mary while he tends to behave like an angel after spending time with Sally.