Issue link: https://www.e-digitaleditions.com/i/751848
November/December 2016 29 800-955-5253 | norlake.com BEFORE AFTER This minimizes downtime, saves you money and eliminates the need to replace your entire walk-in. Nor-Lake also offers Factory Certified Walk-In Installation anywhere in North America. NOR-LAKE'S REFURBISHMENT PROGRAM OFFERS NOR-LAKE ® WILL MAKE YOUR EXISTING WALK-IN LIKE NEW AGAIN Replacement doors Replacement floors Panel upgrades Replacement hardware alliance development. If we want to develop our people to achieve the high- est potential they can, if we want to grow their contribution to the business, if we want to retain our very best sales- people, it is vital that we defi ne career paths that lead both into management and those that grow individual contribu- tors. I think there are a rich array of growth opportunities for individual contributors. They can take over leader- ship of your larger and most important accounts. Where they may have been managing accounts locally, they can start to manage them nationally and globally. They can take roles, special roles—being the "trained killer" for very complex situations, specialists for certain prod- uct lines, experts in certain business segments. As I mentioned earlier, great salespeople who are individual contrib- utors can sometimes move into very senior business development, or part- nership management. Sometimes, these great individual contributors may not be great management candidates, but they can serve great roles in mentoring less experienced salespeople, or help- ing train them. There are any number of possibilities. There should be no reason to lose a great individual contributor because they feel they can't advance as individual contributors in the organiza- tion. Not all Losses are Failures Sometimes, circumstances are such FOR YOUR SALES TEAM AND BEYOND & People Development continued on page 42