Crisis at a Sales Organization: Case Study

. 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

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