Lies Sales Leaders Tell Themselves

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Here are four lies sales leaders sometimes tell themselves. We have enough opportunities in our pipeline: No you don't. All you need to do is test those opportunities to discover that many of them are really just leads. If you take out any opportunity that is over the … [Read more...]

The Real Leaderboard

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Many sales organizations have a leaderboard. They rank their salespeople by revenue, new accounts, profit, or some combination thereof. Sometimes the idea is to acknowledge the leaders, and sometimes the idea is to shame some salespeople into improving their performance. But a … [Read more...]

7 Sales Management Mistakes You Can’t Afford to Make

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Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these are what ails you. Not building a hunter’s culture. If you are a sales leader, you need to create a healthy culture. That healthy culture needs to … [Read more...]