Sales Management Best Practice

High-performing salespeople

What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25%? Recent research carried out by Harvard Business Review involving nearly 800 salespeople and sales leaders to better answer this question. The information from these two sources provides interesting insights about the attributes of high-performing top salespeople compared …

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Great sales leaders

Every salesperson knows the quality of their sales manager will have a profound impact on their own success. A recent study by Harvard Business Review supports this point. Sixty-nine percent of salespeople who exceeded their annual quota rated their sales manager as being excellent or above average. In addition, the quality of the sales organization is directly …

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