When Sales Coaching, Creative Incentives and Role Plays Don't Work - Do This!

You’ve done one-on-one role plays. You’ve given inspiring sales coaching sessions. You’ve offered creative sales incentives. Still THAT rep can’t seem to close a deal. What is going on?

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How Much Sales Rep Turnover is Too Much? Why That's the Wrong Question

The rise of metrics software has changed the way sales organizations measure success. Sales management is regularly challenged to drive some numbers up ( sales quota, retention, productivity) and push other numbers down (costs and turnover). One of these metrics is not like the others. In fact, looking at this business goal in terms of a single number or percentage means your sales organization may be missing the point entirely.

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How Sales Assessments Can Reveal Your Team's Hidden Top Performers

Harvard Business Review found that sales managers often waste their time focusing attention on the wrong reps. Management chooses to “engage with poor reps because they feel they must in order to meet territory goals, and they work with their best reps because, well, it’s fun.” Unfortunately, these two populations that get the most management time are the least likely to be affected by sales coaching.

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