+ Bonus Content F E A T U R E S
Without a document to guide the dis-
cussion, managers who oversee sev-
eral branch locations struggle with how
to coach and motivate. This is one of
the greatest reasons to produce and
maintain performance measures with
branch management scorecards. But
documenting performance is just the
first step: Those who really want to
drive change have to bring a little black
bag of strategies to the party.
Find out how in this month’s “Bonus
Content” section at tEDmag.com.
Conquering the Biggest Enemy
of the Salesperson A salesperson’s most important activity is talking to qualified prospects—and a salesperson’s biggest enemy is anything that distracts him or her from working on that most important activity. Distractions come in many forms, some obvi- ous and some not so obvious. Find the top seven—and their solutions—in the “Bonus Content” section of tEDmag.com.
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