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« Yes, Incentives for Channel Sales Reps Are Worth It! | Main | Coaching Salespeople through Stuck Deals »

04/15/2014

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Bob Urichuck

This is the absolute truth. Too many organizations train sales people but not sales management. They are still in the dark ages of telling sales people what to do and manageing numbers instead of behaviors. That is the missing link as sales management needs to demonstrate the appropriate behaviors they want to see in their sales people - monkey see, monkey do! If you want your sales team to succeed, go all the way with training, including sales management!

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