Newly appointed managers only have the knowledge and experience of colleague reviews as the reviewee. In my experience I have never met a manager who has formally been trained in how to best serve their department and colleagues through strong qualitative colleague development reviews. As the custodian of the department, managers soon discover that "The strength of the wolf is the pack, and the strength of the pack is the wolf". Management is fundamentally the ability to connect with your team and motivate them to realise their potential. It is surprising therefore that all to often the science of achieving these goals is left to a sink or swim approach.

In this chapter of the series you will learn a series of processes and strategies to ensure that you not only develop the individual colleague, but the wider team through fairness, transparency and collective responsibility. This chapter is critical for any manager wishing to successfully execute their role. We will look at colleague development from every angle to provide you with the expertise to lead your sales colleagues to greater heights. Consequently, you will become successful through your people, who will become more engaged and productive through the clear, achievable, and aspirational goals set as part of the colleague development review.