Strictly Marketing: “Push and Pull: The balancing act to get better sales performance” by Rob Basso
If you have ever managed employees, or more specifically sales professionals, you know how delicate the balance between pushing and pulling for better performance can be. I remember when I was just starting out as a business owner I thought that everyone I hired should be able to perform at my level. This, of course, was a catastrophic mistake when it came to my demeanor while managing my sales team. It meant that as a manager I certainly was much more of a stick man than the carrot and unfortunately it took me too many years to learn that you can’t manage everyone that way. So how do you achieve that balance and discover what works best?