February 2009
Intermediate to advanced
224 pages
6h 17m
English
book
More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make—and Get Extraordinary Results
by William Skip Miller
Content preview from More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make—and Get Extraordinary Results
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4
MISTAKE
I’ll Focus on My
B and C Players to
Make Them Better
“
If I focus on the B and C players, they have a better chance of
success. After all, these are the people who need my help the most.
”
This is a top-five mistake. Managers want to help, and they flock to the peo-
ple who need the most help . . . well, who are the easiest to help. Hey, you feel
good when you can help—and it’s easy to help B or C players. They ask ques-
tions like:
“
What’s 1 + 2?
”
The top performers ask questions like
“
What’s the square root of 2,751?
”
33
You are ready to answer the ...