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I’m on the first flight to San Jose and, if all goes well, I’m in Los Gatos for lunch with a major video streaming company. We’ve been working with a VP there for six months – the expectation is that today we’ll get the green light on core routers in the data...read more
I often hear sales reps and leaders talk about their company and the huge impact it has for its customers. But, when I ask for one measurable example, they stumble. Why is that? Now, of course, some will come up with a number: ‘X’ savings or ‘Y’ revenue gain. This...read more
Does this sound familiar? Unless this is year one in sales for you, this is a common refrain around now. It’s the end of year and there are: X selling days left Y number of deals in the pipeline Z dollars to hit to reach our number (and Z*2 to get our manager to their...read more
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