Jul 30, 2019
This is episode 168.
Read the complete transcription on the Sales Game Changers Podcast website.
TOM'S FINAL TIP TO EMERGING SALES LEADERS: "There's so much you can do to change performance and help people grow in their careers. It's really heartening to watch people do that. As sales managers, you have a great role to play in helping people grow in their career and you should feel empowered to help them do that."
Tom Steenburgh is the Richard Reynolds Professor of Business Administration at the Darden School of Business at the University of Virginia.
He wrote the classic article in 2012 in the Harvard Business Review about motivating top performers.
In the November/December issue of the Harvard Business Review, he wrote a new classic article on selling new products and how that's changed. This podcast focused on those insights.
Find Tom on LinkedIn!