The Secret to Managing Sales Performance

1991, the First Gulf War was exploding into action and I was advising mortgages and protection at Prudential Property Services and doing rather OK. My reward was a one to one with my Sales Manager, Dave Littlewood. Dave was a Londoner and an excellent sales manager because he always had a plan for his one to ones and it never differed. He’d invite you in to sit down. He wore his glasses on the end of his nose, readers. His first question was “Ow’s it goin’ Paul” in his south…

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