Why You Should Terminate Early, and Often

Firing sales reps is no sales manager’s favorite activity, so too often underperformers hang on to sales jobs they just aren’t cut out for - costing the company money, and taking up space on the team that could be filled by someone who is a better fit for the role.

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To Fire or Not to Fire? How a Virtual Termination Oracle Can Help

Ever fired someone? It’s a hell of a lot harder than it seems. And oddly, with more experience leading people, making that decision becomes even more difficult. At least for me it has.  At this stage in my career I better understand the overall impact to all involved than the first time I let someone go.

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How to Deal With the "Trump Effect" in Sales Hiring

There was a time when it was understood that in order to be considered for a job, you had to have direct experience. That all changed November 8th when Donald Trump was elected.

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Improving Sales Performance of the 60% Just Got Easier...

You can always count on your top 10-20% of sales reps to deliver, and your bottom 20% to disappoint. The real risk - and reward - lies in the 60% of your sales reps that fall somewhere between the heroes and the hopeless of your sales team.

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3 Things Sales Managers Can Learn About Their Reps With 1 Simple Test

Not psychic? Of course you aren’t. But that doesn’t mean you can’t get a window into the minds of your sales reps. Sales assessments may not make you psychic, but they can offer sales managers insights into the selling mind of every rep on the sales team- and make the life of any sales manager just a little bit easier.

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How to Be a Better Sales Coach

If you are like most sales leaders, you ended up in sales management after a successful career as a salesperson. But that doesn’t mean you’ve cracked the code on sales management. Here are 3 tips to sharpen your sales coaching skills - that you have probably never thought of.

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How to Quantify Sales Performance

Sales management needs to objectively quantify the performance of sales reps on an individual basis and have at-a-glance data at an organization level to make decisions that drive sales and build customer relationships.

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Sales Coaching Tips to Help Reps Manage Angry Customers

When salespeople bring frustrations over a “difficult” customer to sales management, it can put them in a catch 22. On one hand, every sales manager that moved up through the ranks of a sales organization has dealt with their fair share of angry customers and has empathy for the salesperson’s situation.

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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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Is Your Sales Coaching to Blame- Or Is It Really The Rep?

When you pour your time and energy into a rep and their mediocre level of sales performance won’t budge- do negative thoughts about your own ability to sales coach effectively creep in? Those negative thoughts might have a valid point- or they may need to be banished from your mind.

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