Meet Mubanga, Mubanga has theoretical knowledge about sales and is excited to do her job, but she doesn’t know how to handle difficult clients. Also Meet Choolwe. Choolwe has theoretical knowledge about sales and he knows how to apply it, clients always feel comfortable around him unlike Mubanga. But Choolwe is perpetually late and sometimes takes naps in the break room. Should we be managing their performance in the same way? Continue reading The That, How & Why of Performance Management