I had a breakfast meeting today with a new friend who is a "sales coach." He joked that what he does is like being a personal trainer- Instead of yelling "one more rep", he exhorts his clients to make "one more call!" It seems that most of his clients are business owners or otherwise self-employed. One of the main reasons they hire him is to be accountable to someone other than themselves. Without a boss looking over their shoulder, they have found they lack motivation- so they pay my friend to look over their shoulder for them!
Judging by how well-connected he is, he is very good at what he does. I just find it interesting how we can:
1) Lack motivation to be successful without prompting; but
2) Have the motivation to hire someone to prompt us in order to be successful.
I would think that if we have the motivation for # 2, we ought to be able to stop at # 1. And yet, that apparently isn't the case. Is it part of the psychology of sales, self-improvement, or just being human? Probably a combination thereof...
I decided I'm too self-reliant to need other people to "push" me, but then I thought about my own motivations: I'm motivated to develop business for Stewart Title because I believe in the company, enjoy my work, take pride in what I do... and because I have a wife with house remodelling projects on her mind and two daughters who need braces and want to go to college. So, I guess I'm like everyone else after all- It's just that my "sales coaches" are at home instead of the office!