Hey Boss – Are you why some of your reps are lagging?

If your sales team is like most I’ve seen, you’ve got some reps who are self-motivated go-getters. Ya gotta love those reps! But then there are the others. The ones who show up and do just what it takes to get by, if that. Not much in the way of new business generation. Just enough…

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Who is the Best Sales Coach? Manager vs Peer vs Outsourced

I recently wrote a post on LinkedIn about why sales managers don’t coach. In the comments to that post, a few people suggested that front line sales managers shouldn’t be coaching at all. Instead, they said, coaching should be done by peers (“who wants to be criticized by their boss”) or outsourced (“the skills don’t…

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