How Do You Know If Your Sales Force Is Good?

If you’re wondering whether your sales force is “good,” basing your measure on quota attainment alone is probably not the best way to look at the issue. In fact, quota attainment just raises more questions: Is the revenue you’re getting the...

Blessings From Management – Action Selling In Action

“If you want to get top management’s blessing to continue training sales reps, you’d better deliver an ROI,” says Tyler Benson, sales training manager for CHS Inc., a Minnesota-based Fortune 100 agribusiness and energy company. “By...

Blessings From Management

How can you prove to skeptical management that sales training works? It’s one of the oldest questions in the industry, and it’s not a simple one. Executives who have been through this before probably saw sales training as a waste of money. But, I have good...
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