Monthly Archives: December 2013

The New Quotas are UnFair

At one time or another, and hopefully not too often, the sales quotas will need to be reset. Typically this happens every year to meet changing company goals, yet it does not happen in all companies, or in all offering … Continue reading

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Why New Sales Hire Definition Determines Success

There’s a common belief amongst those who hire sales professionals that past success predicts future success. Its not wrong. At the same time, its not all that right either. A corollary might be from Don Shula, coach of the ’72 … Continue reading

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Why Business Owners are like Front Line Sales Managers

You are a small business owner, an entrepreneur, an idea machine, a market maven, and more. You’ve built a pretty good little business, covering your nut, eliminated the burn rate, and now its time to grow again. So you do … Continue reading

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