Great managers enlist their teams in striving to raise the bar of standards in the work place. There are several reasons why this is important, but one of the best reasons for this management intention is that complacency encourages entropy and acceivement perpetuates development-employee satisfaction.

During a recession, your sales team’s #1 competitor is the customer’s decision to do nothing, to make no change. In good economic times your # 1 competitor is likely another company who sells products and services similar to yours. So, the skills your salespeople need to defeat these two very different competitors are different as … Read full article

Be careful not to give preferential treatment (playing favorites) to some members of your sales team vs. others. Under normal business conditions you may be a leader who is measured and just. But during these tough times there’s a tendency for many sales managers to get uptight and stressed out. You may feel like you’re … Read full article

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