09 January 2003

Morale Stinks!

But before you can improve it, you must first understand the key elements that foster -- or ruin -- morale

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
Before managers can improve it, they must first understand the key elements that foster -- or ruin -- morale. And short-term fixes, like tweaks in commission plans, new contests, or even giving away BMWs, won't cut 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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See also
Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers
Creating a Successful Sales Culture

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