Sales managers are great at spotting what’s broken.
Missed numbers.
Stalled deals.
Gaps in skills.
Behavior that needs correcting.
That focus matters, but it’s only half the job.
Ignoring success doesn’t breed more success. Celebrate & make it repeatable!
What you recognize is what your team learns to repeat.
If wins go unnoticed, they feel accidental.
If progress goes unacknowledged, it fades.
If effort only gets attention when something goes wrong, that becomes the culture.
Strong sales leaders are intentional about reinforcement.
They notice:
- When someone runs a clean discovery
- When a rep handles a tough objection well
- When the right behavior shows up (especially before the deal is closed)
And they call it out, with clarity and consistency.
“This worked.”
“Do that again.”
“That’s what good looks like.”
This is why recognition and reinforcement are foundational themes throughout Mastering Inside Sales Leadership.
Motivation is NOT mysterious; behavior follows what leaders choose to notice.
If you want more of something from your team, start here:
- Notice it
- Name it
- Reinforce it
Success doesn’t magically repeat itself.
Leaders make it repeatable.
— Lynn
More in Mastering Inside Sales Leadership for leaders building durable performance and healthy sales cultures.