It isn't necessary to tell salespeople they need to improve their performance. They're scorekeepers; they know exactly how they're doing.
The endless stream of webinars, podcasts, seminars, books and articles suggests they want to do better.
Even with so many opportunities, it's easy for salespeople to get stuck in patterns that keep them from becoming more effective performers. To help salespeople see themselves more clearly, here are four approaches to sales:
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