Reward and Develop Your Stars (The “A Box”)
“People work for money but go the extra mile for praise, recognition, and rewards.”
—Dale Carnegie, leadership training guru and author of How to Win Friends and Influence People
Back in the salad days when I was a freshly hatched sales person, I sat through a training course where they taught us about the “Silver Platter Syndrome.” The idea was that, while you were spending the bulk of your time on your problem customers (who you wished you didn’t have), your best accounts were being serviced up on a silver platter for your competitors to pick off because you were (unintentionally) ignoring them. ...
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