In this paper, two contrasting approaches to management of a sales team are analyzed in the examples of managers A and B. We find out that positive influence, helping attitude, trusting employees and good communication skills help a manager in making his team successful. Negative attitudes like coercing, unnecessary micro-management and abuse of legitimate power results in backlash and eventual failure.
In order to achieve financial success, big banks like Royal Bank of Canada (RBC) realize the need for a skilled and motivated sales force. RBC is valued at $192 billion with the bank being the largest residential Continue reading...