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How to determine which management style will be most effective for your staff
Tony O'Kussick isn't a natural-born cheerleader. The sales manager for Centra Financial Group Inc., a financial services firm in Rochester, New York, is more comfortable pushing a rep to achieve a goal than pumping him up with a motivational card or a pat on the back. But O'Kussick learned early in his career that the iron fist doesn't work with every rep. A smarter strategy, he believes, is a custom-made approach to fit each sales rep on his team. You can't "just manage based on your style," he says. "Try to learn...