Ineffective Sales Leaders Can Cause Lasting Damage

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Jan 30, 2017


Success in a sales force requires having strong talent up and down the organization. A weak salesperson will weaken a sales territory, a bad sales manager will damage their team and dampen results in their region, and a poor sales leader will eventually ruin the entire sales force. For even the most seasoned among us, it can be difficult to recognize the signs of a poor sales leader and the possible damage the person can do—especially when they appear to do some good early on.


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Wells Fargo and the Slippery Slope of Sales Incentives

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Fri, Sep 23, 2016


In early September, Wells Fargo agreed to pay a $185 million fine and return $5 million in fees wrongly charged to customers. The settlement stems from the bank’s employees allegedly opening more than two million bank and credit card accounts without customers’ permission. The CEO of Wells Fargo, John Stumpf, apologized in front of a congressional panel Tuesday, saying in a statement, “I accept full responsibility for all unethical sales practices.”


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