As the New York Stock Exchange is now looking at “employee engagement” as a significant predictor of higher share value and market return, and given we are all competing, not just for clients and market share but for good employee talent, maybe a key performance indicator for sales management could be in Organisational Citizenship Behaviour (OCB).
I came across some recent research into sales management, and it got me thinking about how team leaders were not allowed to “mother” their sales teams.
A loaded term, “mothering”, and without proper definition creates myths and innuendo where none should exist. The following research piece might surprise you- then again it may not.
The research, conducted by Piercy, … read more by subscribing.
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