Many CEOs search for a secret sauce that will set them apart. There’s a more basic, longer-lasting solution.
Most companies have a few employees who manage to hang on despite failing to pull their weight. It’s not a pretty picture.
Most companies struggle to retain customers. Many CEOs are scared that if they terminate a salesperson, they’ll lose their sales.
No one ever expects to lose a major account, but long-term relationships often end with no warning.
There are a few issues that seem to be present in all sales forces. That’s why you need a process for evaluating sales candidates.
Being an effective boss doesn’t require being bossy. Quite the contrary. You’re in it together with your employees.