As the new year dawns and everyone has determined that this year- this is going to be their year. The year they turn it around. The year they burn it off. No matter what it takes… But it doesn’t happen. Why? This is a question I have been obsessed with for a long time. Why ... Read More
Why is it that despite carefully crafted sales processes, advanced sales intelligence technology, that CSO Insights research found that the average sales forecast was 45.9%? More than half of the forecasted sales aren’t happening. According to their 2015 Sales Compensation and Performance Management study, only 54.6 percent of sales professionals actually meet quota. Process and ... Read More
This was a question that was recently asked by a coaching client who was the senior sales person in his company and stepping into a leadership role as VP of Sales. Should his coaching program focus on his strengths that got him to this point, or should he work on eliminating his weaknesses? Is it ... Read More
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