The right way to rank sales leaders

08/1/2011 | Harvard Business Review online

Among sales leaders there are mixed feelings about how to handle forced sales rankings and even whether to use them, write Andris A. Zoltners, PK Sinha and Sally E. Lorimer. The authors of Building a Winning Sales Force think they are important, but should be handled with care and explain how to do so. "A 'rank and publish all' strategy risks alienating and possibly losing too many good salespeople."

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