Why your desk is the worst place you could be

02/6/2012 | Partners in Excellence Blog

Sales managers are most effective when they are out in the field coaching their teams, writes David Brock. "If the majority of your time isn't spent in the field working with your people and visiting your customers, you are prioritizing things incorrectly." Moreover, a manager's time is best spent working with salespeople who are not already top performers, Brock writes.

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