The Good, Bad, and Ugly of Sales Rep Turnover

“I’m giving notice today.” What manager longs to hear those words from a sales rep? Those words typically don’t make a sales leader’s day. Yet maybe some rep change isn’t the disaster or reason to make a lot of changes. I will share the good, the bad, and the ugly of sales rep turnover. Let’s look...

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How to Know When It’s Time to Delegate Sales: A Close Look

Are you the rainmaker in your company? Or is your company not growing as fast or strong as it could because no one really owns sales? Do you find yourself working long hours, weekends, and holidays because you didn’t have time to work on product issues, operational excellence, or team connections? Many entrepreneurs, business owners, and...

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The 2016 Sales Must-Read Books: Build a Learning Culture

Staying mentally sharp and relevant is key to sales success. Buyers demand their sales reps be relevant, insightful, and valuable. As the leader, you set the stage. What information do you share with your team that positions them to bring extra value, challenges their thinking, and helps them be more skillful, work smarter, or open new doors?...

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Think You Have the Right Sales Rep? Read This First

As a leader, some of the most important decisions you make are  when selecting new sales reps to join your team. Think about the amount of time, money and energy it takes to add someone to your work family…. especially someone who will represent your company to potential buyers. The hours of training, explaining what and why your company...

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