TRUE STORY:

There was once a medical rep that came to his colleagues and proposed to play a football game against (possibly) their biggest competitor. In a macho style atmosphere (they knew nothing about football capabilities of the others) the majority of his colleagues subscribed and a place and a date have been set. (more…)

This is probably a question that should not be missed in any job interview for a managerial position. I do not like too much superlatives in supporting a point of view so I would resist stating that setting appropriate targets is the most important skill of all in a managerial job. However, both my sales and consulting experience convinced me that this skill is seriously overlooked in today’s business (especially sales) world and has one of the highest costs on the success of the organization. (more…)