August, 2010

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Should Sales Managers Focus on Top Performers or Low Performers?

The Brooks Group

It's a question we hear a lot: Should I spend my time with top performing salespeople or bottom performers? Aren't you better off investing your time with responsive salespeople? After all, a good coach brings value to great players and sub-par ones. The same is true in sales management. However, if the salesperson you're coaching won't heed your advice, it's a waste of everyone's time.

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The Fine Line Between Confidence and Arrogance

The Brooks Group

There's a fine line between confidence and arrogance. Here's what I mean. Confidence is the feeling or belief that someone can rely on you. Arrogance is having or revealing an exaggerated sense of one's own importance or abilities. Here are some differences between the two. Arrogance is exaggerated, meaning it's "larger" than reality. Confidence is a suitable dose of reality.