If you want someone to succeed, you start by praising him when he begins to do things right. In our business, for example, if you want to encourage new sales reps to make sales appointments, you start talking about making appointments. When one of the new reps makes a passable number of appointments, you treat him like a hero. You take him out to lunch, tell everyone in the group about it, just generally put him on a pedestal. You may have made hundreds of appointments yourself, but you’ve got to remember that, to the new guy, that one contact may be the hardest thing he’s ever done. He
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