14 November 2002

You're Wasting Your Time

Take a lesson from the best sports coaches, who spend most of their time with their top performers

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
Time may be a manager's most precious commodity, but it's severely limited. What's the best use of your time? Should you be spending most of it motivating your sales force's superstars, coaching your middle-of-the road performers, or trying to "fix" your laggards? Gallup's answers may surprise you.
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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