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 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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How to Increase Sales Coaching Effectiveness, Hire Better & Close More

 

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2 Signs Your Sales Management Suffers From Bias Induced Blindness

Perhaps your sales management values hard work, or intelligence above all else. Doesn’t sound like a bias that would be detrimental to the sales organization. However, it could be costing your company big time.

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sales work ethic, sales management, hiring assessment, sales management skills, sales skills, sales, sales assessment, assessment based training, selling intelligence, sales intelligence, assessments

Pre-Hire Assessments - The Sales Manager's Crystal Ball..

You need to hire a rep.  You’re under pressure. The territory is active and you’re filling the gap, but you’re not getting the results you need to fulfill numbers obligations. So, you begin a search.  After sifting through so many resumes your eyes are beginning to emit smoke, you invite a candidate to meet.

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