What to do if a senior sales rep is falling short

05/28/2014 | Radio Ink

You may have a problem on your hands if members of your sales team look up to a sales rep who has been with your organization for a long time but is producing lackluster results, writes Paul Weyland. "The answer to the dilemma is to lead by example," he writes. "You as manager will have to prove to this salesperson (and the rest of the staff) that it is absolutely possible to bring in bigger orders at higher rates."

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