Partners in Excellence

APRIL 8, 2021

They haven’t taken the time to understand what drives success in the role and to develop a competency model to use in the hiring/development process. With each sales hire, we are making a multi-million decision, it’s the manager’s responsibility to make sure they minimize the opportunity for a hiring error.

Territory 74

Territory Up-sell Quota High impact 74

Partners in Excellence

AUGUST 28, 2013

Yet hundreds of blog posts would imply that you do. So there is lots of talk about the value of coaching high and aspiring high performers, and very little mention of what to do with everyone else–particularly the poor performers. We may have put the right person into the wrong territory or job.

Territory 92

Territory Process Meeting Sales 92

The Lost Book of Sales

JULY 12, 2021

While I agree with some of them, what happened in my case was that it captured and brought together so many scattered intuitions and disparate observations, aligning them nicely into a coherent set of frameworks that can be used for effective decision making and execution. What's happening? What is the "Chasm"?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52