Denial is Not a River in Egypt

Denial is Not a River in Egypt
leadershipteam
Fri, 06/12/2020 – 07:25
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Business people are learning a lot these days – one of which is that they’ve might have been in denial for a long time.
For sales organizations, denial can take on many forms.
A company may be in denial about the fact that they set up their sales manager to fail. You’ve seen this movie before. The best salesperson is promoted to sales leadership, and the company insists that the salesperson still can carry his/her own quota and STILL find the time to coach, train and grow the sales team.
That’s denial because the quota always wins.
CEO’s, make a decision. Either move your sales manager back into a full-time sales role, or change the sales structure and compensation so the sales manager can be a full-time sales leader.  
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