It’s Too Late. I Hired a Product Pusher.

Gartner conducted a survey of executive buyers to discover what they really want to hear from salespeople. It turns out that what buyers are hearing from reps, isn’t necessarily what they want or need to hear in order to make a purchasing decision.

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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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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 to Increase Sales Coaching Effectiveness, Hire Better & Close More

 

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