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Sales Management For Dummies by Butch Bellah

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Chapter 14

Inspiring Your Superstars: Managing Your Best People

In This Chapter

arrow Taking care of your top talent first

arrow Treating your staff fairly but not the same

arrow Creating a winning environment

arrow Giving all the attention they deserve

arrow Empowering your team to grow

In Chapter 4, I cover the fact that every organization has salespeople who turn out to be the peak performers — the cream of the crop, the top bananas, the A students as I like to call them.

They distinguish themselves from the rest of your team not only through their performance and the numbers they put up, but by their attitude, actions, and overall professionalism. There’s no doubt about it — they’re your superstars.

When managing a team, many sales managers are tempted to take their eye off the top people and focus instead on the lesser performers. It’s tempting to do this because the top people are so successful and need so little attention, so they often get taken for granted and left to their own devices. It’s not necessarily ...

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