There is no failure, only feedback.

—Robert Allen

The Six-Legged Sales Call

I often get the chance to work with sales managers in the field as they travel with their sales team. It is part of my consulting expertise, and my clients find it a good way to assess talent and help sales managers become better at developing their people.

On one such assignment, I was working with a sales manager and one of his reps in the biopharma industry. The salesperson was relatively new, and the sales manager was cotraveling as they often do in many industries to reduce the ramp-up time for new sales hires.

I had been asked to work with this sales manager because he was struggling with his people. His 360 feedback reviews indicated that his ...

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