It’s easy for sales reps to get discouraged or to lose motivation. When things get tough, prospects go silent, or deals are lost, your sales reps may feel discouraged, unmotivated, and negative – and that negativity is contagious! We see this in our win-loss research. The experience with your sales rep can make or break an opportunity outcome. And when a rep becomes unmotivated, the buyer’s experience with that sales rep is sure to suffer. And this is detrimental to win rates. So how to we prevent this? How do we as sales leaders keep our reps motivated and engaged?