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Read the latest, articles, strategies, and news from ValueSelling coaches.
How can we successfully evaluate a sales person’s ability vs. their territory? Why is one rep more productive vs. another, is it their accounts, their patch of dirt, or their abilities? As leaders we can measure our rep’s success by viewing them through a...read more
“The wise learn many things from their enemies.” — Aristophanes As I speak to companies in all types of industries, I am surprised to discover that some know very little about their competition and how to best position themselves against them. You may think you...read more
“We treat our people better than anyone else.” This was a response received during an internal workshop 20 years ago and it has stayed with me ever since. The question was: “What makes us unique from our competition?” We, at the time, were in a highly competitive...read more
This article is co-authored by Gerard Baglieri and Carlos Nouche. If it doesn’t matter who wins or loses, then why do they keep score? – Vince Lombardi If sales is your livelihood, then exceeding your stated quota is your scorecard and primary goal....read more