12 December 2002

A Failure to Communicate

You know what you expect from your salespeople. But they probably don't.

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
How well do you set expectations for your sales team? You might be surprised by how poorly your reps rate your performance in this critical area. Here's how to make sure you are communicating clearly -- and in a way that delivers measurable results.
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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See also
Discovering the Elements of Great Managing
Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers
Creating a Successful Sales Culture
Building a World-Class Sales Force

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