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Biographical Information
Coaching employees does not mean constantly critiquing them.
Posted 20 Dec 2004
Failing to allow companies to use this great technology to grow their businesses would be the real crime, and in the end would hamper all our selling efforts.
Posted 19 Apr 2004
Many sales executives boast about their managerial excellence, citing low turnover as proof. Sure, a high employee-retention rate can be evidence of a manager's ability to foster a great and productive workplace. But those turnover numbers also might suggest the opposite-a culture of entitlement, one that fails to challenge employees, or one that simply does not demand excellence.
Many leading organizations have launched efforts to achieve "world-class sales." But what exactly does it mean to have a world-class sales organization?
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