April 12, 2018
A Harvard Business study revealed that 80% of sales are produced by 20% of the sales people. The old 80/20 rule. Yet, if only 20% of […]
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September 5, 2017
If you have tried everything to get your sales team into shape, yet with limited success, then maybe your sales reps are missing a critical ingredient. […]
May 3, 2017
In previous articles, I have written about the 3Ds – Drive, Determination, and Discipline. Your sales reps must have these three attributes to deliver star performance. […]
November 15, 2016
In the DISC assessment world, people are categorized as either task oriented or people oriented. High Ds (Dominating Directors) and High Cs (Compliance Gurus) are task […]