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the purpose of this exercise is to try to get specific about what exactly an attitude that's important to you looks like how do you know when a salesperson is exhibiting that particular attitude because if you don't know what it is then chances are you can't coach it you can't communicate to your people what you want them to do more of or exhibit more for you and so everybody falls back on skills and numbers right which you just told me is about 30% of success I mean isn't that what that exercise just proved that we're coaching on 30% of sales performance Wow it's a blind spot here that we can fix okay and then just take a look self-starter can work effectively without needing to be told what to do displays in an unusual amount of initiative competitive that made our list response to losing by getting better enthusiasm energy and motivation to win sees each task as a challenge and an opportunity to perform well continually grades themselves on their task performance okay so the the end game here is to take your skills whatever is needed in your business to sell successfully in terms of their behaviors and their skill sets add the attitudinal qualities and start communicating it so that they become standards you see a standard is not something we can start out by a standard is an end goal it's where your expectations arrived at after you've communicate that communicated them effectively put them in writing and talk to your sales people that infinitum about it then it becomes a standard it's not something we can start with it's something we work towards Kevin brings an approachable for sales leaders to to get the best in the most out of their sales teams he helps you to really understand how you need to prioritize your day your week your month and the time that you spend with your salespeople in order to ensure that you get the top performance out of them