Know This? Then You Know If They Will Make Quota

Would you lend a total stranger $114,000 based solely on a few brief meetings and chats with connections of their choosing? Of course not. However, if you are in sales management- you have probably done just that.

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What Is (and isn’t) Coachable?

Studies have shown that sales coaching is an extremely effective way for a sales leader to positively influence their rep’s sales goal attainment. Sales Executive Council found that sales reps who received 3+ hours of coaching per month had 17% higher goal attainment than reps who received less than 2.

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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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