Should You Keep a Dog and Bark Yourself?
- Topics:
- Leadership Styles,
- Leading Change
- Source:
- HSM
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Overview: Xerox, like most companies, promoted their best salespeople into sales management roles that they were ill prepared to handle. And, quite naturally, there was nothing more tempting for these awkward recruits than to slip back into selling. They spent so much time with their established customers that they had little left over for coaching their people. Worse, when they did go out on sales calls they took over the selling and created great resentment from their better salespeople. No wonder, when HSM carried out research into effective sales management in Xerox, they found that high-performing managers kept out of face-to-face selling. The simple truth was that winners taught their people to do the barking.
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Format: PDF | Size: 51KB | Date: Mar 2007 | Pages: 3
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