Manage activity, not targets
distinction — attributed to Greg Hitchen
Greg Hitchen holds that a sales manager cannot manage a target, only the activities that produce it. Activities come from ideas and relationships, and the best salespeople create their own. In his industry, he says, value comes from three sources, which are knowledge and concept, relationships, and how well you grow and mentor people, and almost everything else is filling in forms.
Source: Adler interview, about 00:29 to 00:31.
hunters, account-managers, activity, value-creation