This white paper answers the highly debated question, “Should a sales manager be liked?” With poignant wit and keen insight a compelling case is presented which reveals that likeability is a prerequisite for effective sales management. First, evidence is presented that clearly demonstrates that leadership is a relationship. Then an explanation is given regarding why management likability is so debated and often misunderstood. The whitepaper concludes by focusing on the essence of likeability and answering the question of why likability is an imperative for a sales manager.
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