Psychologists have been arguing for years about the interaction between nature and nurture and the importance of these twin factors on your ability to achieve (or not) in your life. They will probably be arguing for many, many more. In my experience, as a motivational speaker and author, there is no easy answer to this question...

So what's the easiest way to evaluate (and train and improve) your inside sales reps? Just ask Phil Emery. He'll tell you, "it's all on tape..."

Today as you face a day of cold calling or prospecting, I hope that you, too, remember the crucial lesson I learned all those years ago. That no matter how discouraged you get when cold calling or prospecting, never give up - because the very next phone call you make can change your day, or your career.

Try this powerful technique during your next interview. You will be amazed by how well it works. Simply give them an objection, then sit back, listen and observe.

The best way for you as a business owner to manage your sales manager is to make sure they monitor, grade and coach their reps through the sales cycle and offer specific, effective sales skills and techniques for their reps to improve. And the best way for you to manage this is to add a section to your dashboard called "script grading adherence percentages." Remember, until you know how your sales team is performing during the sale, you won't be able to effectively change the other metrics that measure their performance after the sale.

And finally, make sure you measure (and reward) the actions that drive sales. Remember, it's how your sales reps handle the brush offs and smokescreens and stalls that determine how successful (and empowered) they are more than how much time they spend on the phone.

How do you propose to increase your leadership efforts during this weak economy and challenging sales environment? Remember your team will learn by your example and to coin a phrase: "monkey see, monkey do".

What qualities or traits do managers or business owners that you admire have in common? Which ones do you most try to emulate in your own company? If you are in a position of authority and wish to become an effective leader, then find ways of developing or strengthening these four characteristics in yourself.

To build successful leaders, we must become a better leader ourselves. Although this has been a lifelong journey, the process of developing myself as a leader has allowed me to effectively develop others. Recently, I began to think deeper about leadership. Use these 10 leadership Light bulbs to inspire your team to build a solid foundation for your company or organization.

Leaders are people who empower others to do seemingly impossible things, whether individually or as part of a group.They help people see issues and opportunities they would not normally see themselves. Most importantly, they instill a level of confidence in people that makes them pro-active in dealing with situations they otherwise would be hesitant to handle.