14 August 2003

Incompetencies

Why much-heralded competency programs actually fail to make your sales force any more competent

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
The competency model is often used to evaluate employee performance and help management develop people's potential. But when competencies are applied to sales professionals, this approach is more likely to erode performance than improve it.
Tony Rutigliano, a Strategic Consultant with Gallup, is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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Benson Smith is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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