games grind to a halt with uncertainty, arguments and confusion. Simplicity, clarity = productivity Uncertainty, ambiguity = waste Likewise in sales, if territories, holdouts and rules of engagement, comp plans and sales processes are undecided or confusing, it creates pure "friction": wasted time and effort with zero benefit. To create a frictionless environment for your salespeople, set up and update (on time) clear territories, comp plans and holdout/transition rules. 4. Inspire Your People Inspiring is not cheerleading, it’s understanding what helps your team and its individuals find their own reasons (not your reasons) to excel and to achieve their full potential (not your potential). Compensation structure is part of it, but just as important are regular complements on good work, in both private and public. Opportunities for career advancement, the opportunity to learn or achieve particular goals, and many other factors can affect motivation (or lack thereof). "Pit bull" management personalities can unfortunately be glorified in media (as in Glengarry Glen Ross) and in some aggressive organizations. These managers are terrible for long-term individual and company productivity. The good people who have options will just leave, leaving your company with all the people who can't get other jobs. Don't be a pushover either. Balance positive encouragement with discipline. 5. Work For Your People How satisfied would you be in your job if there was no opportunity to learn, grow or be promoted? Does your own manager take the time to help develop you? Your people want the same things. Take time to proactively understand their individual life/career goals, then work to help them achieve those goals. Help each person find their right fit and path in the company rather than automatically