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Sales Managers Have the Hardest Job in Sales

Leaders aren’t born, they are made. And they are made just like anything else — through hard work. And that’s the price we’ll have to pay to achieve that goal, or any goal.” – Vince Lombardi

Sales Managers have the hardest job in sales. Why?

Sales Managers bear 100% of the responsibility for the performance of their sales team, yet receive little glory for their efforts. In most cases, sales managers earn less than their top salespeople.

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5 Essentials for Managing Your Sales Organization’s Talent

Attracting and retaining top sales talent is a huge challenge for many companies.

If you want to take your sales results to the next level, your organization must have the right people in the right roles, performing at a high level day in and day out. You also need the right management team with an effective process in place to ensure this all happens.

This is why Talent Management is one of the 8 categories in the Sales Performance WheelSM, our framework for sales performance analysis.


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4 Things Your Sales Reps Should Ask Themselves When Prospecting

The focus of an outbound sales rep is to introduce their company’s service or solution and effectively communicate its selling points — where it will save the prospective buyer time and money. Sounds easy enough right? Not so fast. Understanding your company’s product or service is one thing, but crafting a tailored pitch and articulating that pitch to the specific prospect is an entirely different matter. In order to effectively tailor and pitch your product or service to a prospect, you need to ask yourself the following.

Who are you calling and why?

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5 Common Sales Coaching Mistakes You Should Avoid

It doesn’t take a sports fanatic to know that a good coach is an invaluable asset.

Just look at the NFL, America’s most popular professional sports league, where the average NFL coach makes $3.25 million a year with two coaches topping the list at $8 million a year.

The same goes for college athletics where 71 of the 128 Division I football coaches (55 percent) make north of seven figures a season. 

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