Improving performance begins with assessing your sales and
account management personnel in each of these 4 categories:
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Skills - Can This Person Sell? |
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Purpose - Why This Person Sells |
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Motivation - Will This Person Sell? |
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Behaviors - How This Person Sells |
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Top performance does not require us to excel in all these categories, but be strong enough in each of them to reach a critical mass or tipping point for success. |
