Great sales leaders Every salesperson knows the quality of their sales manager will have a profound impact on their own success. A study by Harvard Business Review supports this point. Sixty-nine percent of salespeople who exceeded their annual quota rated their sales manager as being excellent or above average. In addition, the quality of the sales organization …
High Performing Salespeople What separates high performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25%? Recent research carried out by Harvard Business Review involving nearly 800 salespeople and sales leaders to better answer this question. The research provides interesting insights about the attributes of high-performing top salespeople compared …
It is imperative that we measure all aspects of sales and more importantly, our sales people’s performance. In doing so they can truly understand their job, and stay consciously competent. Measuring Sales performance should not be used as a basis for punishing people. It should be used as a way to recognize and improve performance. …
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