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Top Sales Rep Satisfaction Index

Download the Top Sales Rep Satisfaction Index. Key Benefits: Evaluate various sales advantages. Discover what a top sales rep wants. Calculate a “Total Satisfaction Index.” Fill out the form below to download the Top Sales Rep Satisfaction Index....

Why Top Sales Reps Will Be Unemployed In 2 Years

The Problem: The buying environment has dramatically changed. Most sales forces, however, have failed to adapt – especially at the Rep level. It may be 2 years, it may be 5 before they are unemployed. It will be because of...

Are Top Sales Reps Causing Customer Loss?

Losing customers is an expensive proposition. SAMA (Strategic Account Management Association) estimates it cost 6-7x more to acquire new than sell to existing customers. A too-high customer attrition rate can also scare the market. It can set up a reputation...

Top Priority: Retaining Top Sales Reps

This is the story of my day last week with the #1 sales rep for a B2B technology firm. It started at 6:15 a.m. with an email from Jerry confirming our rendezvous at Starbucks. This post will reveal what makes...

How to Scare Your Top Sales Reps

This is avoidable. Strong communications are the key – enlist the HR Business Partner early to manage the change.In this post, I discuss the components of effective change communications. I include some tips on launching change communications. For help, download...

How to Build a Team of Top Sales Reps

In this post, you’ll hear about Jeanne, the HR business partner to sales at a software company. You may recognize your situation in her story. Today’s post includes insight on what can go wrong with sales performance. It also includes...

Questions Top Sales Reps Ask in a Job Interview

Brent was clearly an “A” player. His track record was impressive. After the interview I was puzzled by exactly what made him unique. I had to read my notes a second time. It seemed so obvious from our conversation, but...

How Top Sales Reps Stay on Top

That explains the runaway success of a post by Steve Loftness six months ago. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top...

How Top Sales Reps Evaluate and Discuss Compensation

The best way to prepare for this discussion is to know your value to the company. If you know what value you provide, you’ll know what you deserve in return. In this article I cover the basics of calculating your sales...

How Top Sales Reps Interview the Interviewer

As you are looking and interviewing, ask yourself a few questions. Is the company I’m interviewing for worth my time? Is the hiring manager keeping pace with my personal evolution? Does my potential peer group understand the modern buyer and...
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