Crushing Quota by Michelle Vazzana

Author:Michelle Vazzana
Language: eng
Format: epub
Publisher: McGraw-Hill Education
Published: 2019-03-26T16:00:00+00:00

Inspection is often mandatory, whereas coaching is discretionary.

Managers conducted the mandatory interactions, and they rarely found time for the discretionary ones. Lots of activity was happening between the sales managers and the salespeople. It just wasn’t coaching activity. The salespeople were being inspected to death and rarely coached. They were being inspected regarding their activity levels, sales results, overall performance to goal, and a host of other metrics. Managers were working hard, putting in long hours, and doing their best to meet the demands of their formal routines. The execution of these routines was unsatisfying for both the managers and salespeople alike. Compliance was high, satisfaction was low. Such is the nature of inspection gone wild. We feel busy. We’re paying attention. We’re just attending to the wrong things, or we’re attending to the right things but in the wrong measure.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.