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Posts By: Sellanova

Success in a sales force requires having strong talent up and down the organization. A weak salesperson will weaken a sales territory, a bad sales manager will damage their team and dampen results in their region, and a poor sales leader will eventually ruin the entire sales force. For even the most seasoned among us,...
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Many firms talk about talent management, but few deal systematically with a basic fact: average annual turnover in sales is 25 to 30%. This means that the equivalent of the entire sales organization must be hired and trained every four years or so, and that’s expensive.Consider these stats. Direct replacement costs for a telesales employee...
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A staggering amount has been written on how to be a good salesperson. A lot of it is great, but there’s an easy way to cut through the clutter. Here are seven simple activities that, in my experience, consistently separate high-performing salespeople from the rest. Whether you are selling your own product or are managing...
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A Fortune 250 B2B company spent a quarter of a million dollars trying to solve the wrong problem.A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. After throwing millions at both problems, they finally realized what the real...
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In today’s marketplace sales talents and skills are hopelessly lost unless professionals can find a way to truly connect with clients. With every client interaction, the desire of the sales professional should be to not only have clients listen and remember what they have to say, but ultimately to have clients move forward to take...
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