"If performance is not improving, reinforcement is not happening."

This is a really good article on how to lead and manage your team using positive reinforcement. People trust you and listen to what you have to say based upon how they experience you. If you are always correcting them, that is negative reinforcement and they will build a distrust of you. BF Skinner, the famous psychologist, says that for every 1 negative reinforcement event, there needs to be 4 positive reinforcing events for a person to have trust. These are referred to as R- for negative reinforcers and R+ for positive reinforcers. How are you characterized? Are you an R- or R+ person. Make your sales efforts R+.

http://strategicdiscipline.positioningsystems.com/blog-0/bid/94227/4-Rules-of-Positive-Reinforcement