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Tag : sales performance

By Marguerite Zimmerman

Building your sales representatives courage and confidence

Plan a joint sales call with each of your representatives Ask each of them to prepare a pre-call plan for the meeting that includes:

  1. The objectives for the sales call exactly as the rep would communicate them to the prospect or customer
  2. The way in which the rep plans to gain agreement or ask for input on the objectives for the call
  3. For internal/planning purposes – the rep’s

By Marguerite Zimmerman

Why sales performance goals can be costly

So why would a leader discourage curiosity in a business or a sales force, when both employees and leaders know it is so important?

Are you curious to know why?

Shocking as it is, leaders discourage curiosity in a business or a sales force, when both employees and leaders know it is important

Turns out according to research by Francesca Gina, a professor at Harvard Business School (HBR Journal September-October

Building your sales representatives courage and confidence
Why sales performance goals can be costly