Excuse making – we all do it. The temptation is just too overwhelming. Some of us do it more than others. It is a habit that leads to destruction and failure in business and in life. We have become a nation of habitual excuse-makers rationalizing poor performance and incompetence. Nowhere is this more evident than […]
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As a sales training coach and consultant for entrepreneurs, owners, and managers of sales organizations, I continue to be amazed at how little they know about how their salespeople spend their time. When I ask managers the question, “where do your people spend their time”, the response I most often hear is, “I don’t have a […]
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Mis-hiring of sales reps is THE number one sales management mistake. And once this sales management mistake is committed there is no corrective action that will make up for it. I am continually amazed at how many dumb companies have no formalized sales management hiring process. They do not use sophisticated sales profiles, they have […]
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