As a former sales person, I can honestly say that no matter how we paint it, the majority of sales people in the technology industry are just dead lazy. It's not just by nature of who we are, but as a result of what is ultimately expected from us and whether or not we have the tools to perform. But this is a phenomenon that can be changed. If you're a forward-thinking and entrepreneurial manager, you already understand the dynamics that make up and drive your sales force.

Sales people are like children. Unless they get constant attention and you ensure they're always busy, they get bored and de-motivated easily; I know, I've been there. Sales managers don't want to play schoolteacher so they need to apply some basic principles to keep the energy in the team alive.