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Summit Replay

The Peter Principle and Why You Should Stop Promoting Based on Sales Performance

The now-famous book by Lawrence J. Peter popularized the phrase that people tend to rise to their "level of incompetence", and the concepts laid out in this book can be used to evaluate whether sales leaders sometimes are mistakenly promoted based on the wrong criteria. In this session, legendary sales trainer Richard Harris will discuss the qualities that make someone a great sales manager, and consider the qualities that make them a bad sales manager. As the title suggests, often exceptional sales performers will ascend to the top job, only to burn out or fail. Richard will detail why that is, and leave sales leaders with actionable advice on how to avoid that trap.

Richard Harris

Legendary Sales Trainer, Harris Consulting Group