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Developing Talent for Organizational Results: Training Tools From the Best in the Field by Elaine Biech

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Chapter 46

Taming the Sales Manager Ego

AMPLIFY

In This Chapter

  • Red flags that signify dysfunctional sales leadership.
  • Eight qualities of great sales leaders.
  • Coaching tips to improve sales leaders’ skills.

Many leaders hear the term “sales manager” and have an instant reaction—often not a very good one.

We’ve all experienced it in one way or another. Whether you were buying a car, eating at a restaurant, or working with a consultant, the sales manager came into the picture as the person whose job it is to be the bearer of bad news, the calmer of angry customers, or the bad cop in closing deals.

If you’ve been a customer negotiating a price, complaining about a product or service, or just trying to understand an agreement, perhaps you heard ...

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