Consider this question:
Is it bad to have close relationships with your sales reps?
Recently, I shared a conversation with Curt Coffman, co-author of “First, Break All The Rules What The World’s Greatest Managers Do Differently” and most recently, “Culture Eats Strategy for Lunch.” Throughout the past 30 years, no one has done more research and consulting in the areas of development of productive, customer-oriented workplaces and what separates top performing individuals and organizations from their counterparts than Curt. At one point during our call I asked Curt, “What do exceptional sales reps want most from their managers?” His response was that more than anything else they wanted a relationship. His response did not surprise me, but based onresults from our Through the Eyes of the Sales Rep Assessment it certainly might surprise the broader sales management community.