How Sales Managers Should Deal with the “Lone Wolves” on Their Teams
Most sales organizations of a certain size have individual contributors that fall into what is commonly referred to as the “Lone Wolf” archetype: someone that doesn’t like to play by the rules set by leadership yet is nonetheless successful in terms of performance. Think Tom Cruise’s “Maverick” in the “Top Gun” movies. While addressing the lone wolf should not be the top priority in terms of sales coaching and personnel management, doing nothing at all is generally not the best approach either. Like many management issues, it’s a matter of degree and strategy.
The Fundamental Dilemma . . .
