We can try to motivate, but what might be more effective is how we can release the mental brakes.
What is holding them back?
If your team isn’t making enough cold calls, maybe it’s not that they’re not motivated, but they don’t know what to say or are nervous about making those calls.
One thing you could try as a manager is giving them a cold call script, and telling them to make 3 calls. After a week, review their progress.
By giving them a process to follow, you’ve released the mental breaks, and cleared obstacles for them to do their job.
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