What to do with your star sales performers?

‘Mark is a great salesman. He’s increased business and customers love him – most of the time. But there have been some complaints, from clients and staff, about his overbearing, pushy and occasionally aggressive manner. How can you rein in his more extreme behaviour but not demotivate him, so that he continues to do a

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What to do with your star sales performers?

Hey guys, This is an article I wrote for a management and leadership magazine, discussing management dilemmas. ‘Mark is a great salesman. He’s increased business and customers love him – most of the time. But there have been some complaints, from clients and staff, about his overbearing, pushy and occasionally aggressive manner. How can you

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‘Keeping the Sales Force Motivated in a Recession’

The recession has hit the property industry hard and having 20 telesales people on our sales floor has been fun to say the least. At the best of times you can motivate salespeople with the money but when the recession makes everything twice as hard and twice as long whilst giving you half the certainty

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