Despite sales people possessing incredible talent and reporting to a Sales Leader who believes in them, it is staggering to observe the number of sales people who lack confidence. A lack of confidence – 

• To identify tangible opportunities.
  
• To reach out to Senior Executives within their portfolio.
  
• To make new connections in a target Account.
  
• To challenge the status quo and think outside the square.
  
• To take action outside of their comfort zone.
  
• To ask the difficult questions of their customers, their Sales Leader and the organisation.
  

A great sales leader will not allow this to happen. They know that the only way to develop confidence is to take affirmative action.