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High Cost of Average

chartWhen managers decide how to allocate their time for managing performance, the ends of the curve tend to get the most attention: the stars and (more often) the problem children. But what about the folk...

Sales Management: Living and Dying by the Numbers

magnifying classExcellent coaching can improve performance by up to 19%. Coaching by a manager with even average coaching skills can generate an increase in sales of 5-10%; multiply that by the number of people in th...