Many Sales Teams Are Over-Managed and Under-Led

According to Walter Rogers, President and CEO of Baker Communications, Inc., there is probably no bigger disconnect in the sales manager’s life than bridging the gap between managing and leading. It has become axiomatic in performance improvement circles to talk about managing things versus leading people, but the pressure placed on sales managers these days to get things done relentlessly skews their focus towards the “managing things” side. For the full article, click here.