assessment

A company that wanted to evaluate their sales organization was having a not so uncommon identity crisis: their sales managers don’t have any salespeople reporting to them. What’s wrong with that you ask? Five things:

I spoke this week with a leader who wanted to assess his sales managers for potential development. He felt it would be better to start with sales managers – that’s how they always proceed with development. Who was it that started the misguided belief that you have to start with managers?