Sales Management

I think it is obvious what you do with people who don't want to work. It is just as obvious what to do with people who DO want to work!

Incentives can be a great way to move a product or idea, but dis-incentives are more personal and can be very disruptive for that individual (ie: income tax, sales activity micromanagement). I am a firm believer that good salespeople like to behave as if they run their own business. When governing bodies try to enforce restrictions, penalties, and/or lessen the "feeling of freedom", then good "business owner" type salespeople go away.

Good sales training teaches people to have systems and to understand that even individuals need to have systems to market/prospect/research/appointment strategy/implementation strategy, etc. Once you have systems, any sales environment you step into can easily fall within your systems and "be processed" to completion (get order or disqualify opportunity - which can be just as good as getting the order

Establish goals that can be achieved, and slowly increase those goals every quarter. Give some sort of recognition or a lunch when they have achieved the goals. Bring them up to spped slowly, if this can't be done, then they don't understand that you are guiding them to success with these goals. Like copyfax stated those who don't want to reach those goals are not worth the time nor effort.