Overcoming “Failure to Impact” Syndrome
Steven Rosen
OCTOBER 22, 2011
This year was tough; next year’s sales prospects look even tougher. Create a better incentive plan. Do they actually make a difference in the sales in their territory? Your boss comes to you and says how can you sustain the sales force? What can you do? Hire only top sales reps. Focus on growing key customers.
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