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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SALES MANAGEMENT TRAINING I’ve got a sales manager coaching client who has 8 sales rep direct reports. One day during one of our coaching sessions, he said to me, “Steve, I’ve got 2 great producing sales reps who outsell the other 6 reps on my team put together. If I could just get those 6 […]
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Few things are more likely to destroy the trust between businesses, not to mention the confidence of employees who are tasked with representing their companies in a variety of roles, than sending those employees into situations and to meetings without the requisite power to make decisions. A contract manager, account manager or salesperson who doesn’t […]
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