Whenever Kevin Davis speaks to a group of sales managers, he asks them to grade each of their salespeople on two factors: skill and attitude. This exercise doesn’t lead to a report card on their sales people–it’s a report card on themselves as sales managers. If you’re not satisfied with the results, you need some new ideas for how to lead, manage and motivate your team to higher levels of productivity. See what Kevin has to say, and how his new book, The Sales Manager’s Guide to Greatness, can help you.
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