Your Low Performers Have Job Security... Now What?

As sales leaders we all know that the top 12-20% of our teams is made up of the same salespeople who make quota every year, year over year. They seem to reach quota regardless of the conditions in which they’re selling.

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How to Create Competitive Advantage for Your Sales Team

Arguably, sales leaders understands how their company’s product stacks up against the competition better than anyone in the organization. Potential customers throw up objections about competitive product benefits, and reps run to management with the latest gossip on pricing changes, product rollouts and other news on competitive products.

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What is Selling Intelligence anyway?

Selling Intelligence is defined as the capacity to manage the process of selling products and services by applying sales skills, selling behaviors, cognitive skills, and selling judgement. Reps with a low level of selling intelligence are going to struggle with client interactions- especially when it comes to establishing themselves as a trusted advisor, overcoming objections, and making choices that move the deal along.

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How Much Did That Bad Hire Really Cost Your Sales Team?

You know the drill. The salesperson who seemed like such a rock star during the interview process turns out to be a real dud. Lots of things factor into whether or not a particular sales rep succeeds at your company- but one thing is certain. Bad hires cost companies big money.

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