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Are You Managing By Activity or Results?

Monday, July 25, 2011

Training sales managers is often a challenge. Let's face it...they're jaded, overworked, have lots of responsibility, and often were never trained to do their jobs. In fact, in most cases, sales managers became sales managers because they were top performing salespeople.

The typical rationale is, "Well, we've paid Sue everything we can pay her; she's won every contest and accolade...there's nothing more we can do to keep her motivated. Let's promote her!" While

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