Chapter 7 Setting (and Achieving) Goals at a Distance
Setting a goal is not the main thing. It is deciding how you will go about achieving it and staying with that plan.
—Tom Landry, Hall of Fame football coach
Frank has been a sales manager for eight years. He had a hybrid team since before it was cool—he had reps in the field, and others working from the office who sometimes were out with customers. Now his people are working from home more and coming into the office less frequently. His top performers are still making quota, and many are nailing their goals, but he’s noticing that newer hires struggle. He’s spending more time with them, but they aren’t getting the benefit of the war ...
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