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When it comes to recruiting a sales representative, traits trump competencies. Traits are unique characteristics in a rep’s personality. Competencies or skills can be developed over time through training, mentoring or coaching. However, the right traits take long periods of time to develop, and training or coaching might have very limited impact in enhancing them. …
For Jerry Maguire to get to “Show me the money,” he went through many ups and downs in his sales game. But he took it head on and, with a little sales coaching help, crossed the finish line to hit his infamous sales quota and earn a name for himself. You may be nodding along;…
Knowing the in-and-out of deals will make your revenue generation predictable. With a deal review, you can know what’s going on in your pipeline, pivot wherever necessary and get ahead of risks. But it’s easier said than done. Most deal reviews end up being futile exercises. Instead of being organized sessions that empower your reps…
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