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Daily Archives: February 23, 2011

Beware of the Fox in the Hen House

In almost every company I consult to, I see that the sales manager has a personal target to meet over and above that of her team. This means that she has to personally go out and sell the companies goods and services. I believe that this weak strategy is the Achilles’s heel that can incapacitate and destroy a sales team. It leaves the rest of the sales team with the impression that they’re not getting […]

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