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Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration by Max F. Cates

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5. Fifth Step: Sales Empowerment, Beginning with Ownership

We, as managers, are fixers. You know the drill. See a problem. Fix it fast. Move on to better things. Like psychic mediums, we see problems. Intuitively, we have solutions in mind. After all, there’s a reason why we got to this lofty position on the management team—our education, experience, and accomplishment made us a cut above our subordinates. All we have to do is use our ample managerial skills to control our people, and solve the problem. Correct? Not exactly.

The more unilateral “I’m the boss” control you exert, the less control you get. What you get when your people feel pushed is push-back. This brings up the first step of sales empowerment:

Step One: Give Control to Get Control ...

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