Moyer, Matt; Dunphy, Mike
July 2007
Pharmaceutical Representative;Jul2007, Vol. 37 Issue 7, p37
The article offers insights that can help sales managers lead and motivate their people to maximize their field performance. In effective leadership, it is suggested that managers should understand the needs that motivate employees. Those needs are achievement, power, teamwork, autonomy, esteem, security and equity. Gathering information about employees' perception of their roles and the organization is also advised.


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