The "Love It / Loathe It" Audit
As a leader, you’ve likely noticed that "motivation" isn't a flat line. Some weeks your team is electric; other weeks, the friction is palpable. Usually, we blame the leads, the CRM, or the market. But more often, it’s an Energy Leak.
When I coach sales leaders, I move away from generic "rah-rah" motivation and focus on Natural Talents. Every person on your team is hard-wired with a specific "operating system." If you ask them to run software they weren't built for, they crash.
The "Love It / Loathe It" Audit
Skills can be taught, but natural talent is innate.
The team "Glue" (Relationship Builders): They love the deep-dive strategy sessions with long-term clients. They loathe cold-calling 50 strangers.
The team "Engines" (Execution Focused): They love clearing a task list and hitting a deadline. They loathe "blue-sky" brainstorming sessions that don't have a clear output.
If a salesperson's week is 80% "Loathe," they aren't just unhappy—they are inefficient. They are fighting their own DNA.
The Practical Tip for This Week: In your next 1-on-1, ask your team to list three tasks from last week that gave them energy, and three that drained it.
The Action: Don't try to "fix" the person. Look at the team. Can your Engine take over the CRM clean-up for the Catalyst who is better spent out on the road?
The Result: You don’t need to hire more people; you just need to stop the energy leaks in the ones you have.
Ready to stop the energy leaks in your team?
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