Managers: Beware of the "Critical Parent" This Quarter

Most managers go into massive “critical parent” mode when they realize, too late, that a salesperson has a lot of ground to make up the remainder of the year. They say things like, “You need to sort yourself out and get back on track…” and they think it’s going to work! The truth is it never works… although a salesperson sometimes produces good results in spite of what the manager says.