If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose? Many will argue for the team of excellent salespeople:...
Do the best salespeople make the best sales managers? Almost unanimously, when we ask sales leaders this question, the answer is "no." Yet paradoxically, and too often, sales leaders look for candidates among the sales ranks and select the best...
Dedy Budiman's insight:
Understand that success as a salesperson alone is not a good predictor of success as a sales manager
Siapa bilang mengelola perusahaan raksasa sekaliber PT Astra International Tbk lebih gampang? Sama halnya dengan sebuah pertandingan, mempertahankan trofi juara nyatanya lebih sulit ketimbang merebutnya.
When I came to HubSpot five years ago, I had never run a sales team, so I didn't know the conventional techniques that sales managers use. Instead, I relied on my background as an MIT-trained engineer to create a system...
Managers worldwide struggle to find the time and resources they need to properly observe their people. Learn why this is a crucial mistake and how to avoid it.
Dedy Budiman's insight:
If you haven’t observed them, then how do you know what areas to focus on when coaching to better each person’s best? Think sports. How does each player know the areas they need to focus on and improve and the drills they need to practice in order to continually perform like an elite athlete? Because the coach observed from the sidelines what their players couldn’t see themselves.
TED Talks Career analyst Dan Pink examines the puzzle of motivation, starting with a fact that social scientists know but most managers don't: Traditional rewards aren't always as effective as we think.
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