Overcoming “Failure to Impact” Syndrome
Steven Rosen
OCTOBER 22, 2011
This year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? The typical response goes like this: You devise several homemade remedies to ensure you do better next year. Hire only top sales reps. Do your sales reps make impact on each call?
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