Top Performing versus Non-Performing Sales Representatives – Benchmarking Performance A leading financial services company asked us to help them improve the hiring and development for their sales organization and to see if there was a significant and measurable difference between top and non sales performers. […]
With my good friend and colleague, Nancy Martini: The role of sales has been transformed. Those who adjust their methods of operating to succeed in today’s environment will excel in 2012 and beyond. The transformation began in 2002, when the Internet became an integral part of selling. From email, to automated supply chain, to cloud computing, to smart phones, to web conferencing, to search engines, to social media, we live in a world where the [...]
