I was having a conversation with a sales manager about how to train and develop his salespeople.  After mapping out an effective curriculum, he paused and asked, “This is great for the motivated ones, but what about the people that are just lazy?” It’s an interesting question.  But in the end, I think it’s the wrong one.  I have yet to meet a person who is genuinely lazy: someone who has laziness as an inherent part of their personality.  I have, however, met many, many individuals who exhibit lazy behaviors.  Laziness is a symptom, not a disease.  I’ve found there are three reasons why someone will act lazily: 1. Fear of the … [Read more...]