Paradox of Data

I recently discovered that business gurus taught me wrong. There is a principle I have blindly believed for a long time: What gets measured gets managed. Theoretically, this means that…

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Why Are Sales Systems Important?

If you have read several of my posts or articles, or checked out my website, then you have seen me reference “systems” in most of the things I have written.…

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3 Reasons Why Top Sales People Make Terrible Sales Managers

While every business owner and executive knows not to do this, it is truly amazing the number of times I have seen a top sales rep moved up to team lead or sales manager. They are easy to spot based on the numbers—their team is not going to perform very well. Why don’t great sales reps make great sales managers? For several reasons.

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Why Self-Awareness Is Key

Employee self-awareness can be tough for an organization to influence. When you look at the actual term, it’s about individuals getting to know themselves and learning what their individual strengths, weaknesses, desires, goals, and passions are. Even though it is a solo mental journey, managers can do a few things to help achieve higher levels of self-awareness in their people.

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Closing Percentage Is Not Enough

When done correctly, the management team of sales and marketing-based departments will always be optimizing based on several factors. To the sales rep, a lead is a lead—inbound or outbound. But to management, many different ways exist to calculate closing effectiveness.

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