NEW YORK ( TheStreet) -- Identifying a successful sales manager is easy. Just ask, "How do you spend your week?" A typical manager will tell you that he is so busy and everyone fights for his time. A successful manager will describe his plan; "On Monday, I conduct 45 minute one-on-one pipeline reviews in the morning. On Tuesday afternoon, I go on customer visits to coach my reps. On Wednesday ..." Many sales managers live a harried life; the business manages them. But the best managers live a relatively calm life; they manage the business. Successful managers use organization performance management as the primary tool to manage their business.An organization is like a machine. It takes input from somewhere, processes it and produces an output. As with every machine, all parts must work in synchrony. Yet, in my experience, rarely can executive team members even agree on the desired organization output. That's a problem.
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