Sat.Apr 14, 2012 - Fri.Apr 20, 2012

Understanding the Sales Force

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Sales Leaders Got These Issues All Wrong

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. Race officials discouraged amateurs from running by inviting them to use this year's registration fee for next year's event. 4,300 runners took advantage of their safety inspired offer and opted out.

Hiring 188
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Challenges Don't Always Require a Complete Sales Force Makeover

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company's problems run so deep that they will require a complete sales force make over. However, it doesn't always have to be that way. Sometimes, a single word, question or statement will change how every prospect responds.

Hiring 180