. Zone managers lack other work experience, let alone management experience. . Zone managers lack clear guidance as to the exact criteria used to judge their performance.
. Competitive work environment prevents successful strategies from one zone manager being applied by other zone managers.
. "Calling in sales numbers" is perceived as "grunt" work without understanding the broader context, and numbers are re-worked until the central office "receives" numbers that meet its goals.
While competition can be good for motivating individual performance, it can be detrimental