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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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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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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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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