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Leadership Articles

The Difference Between Performance Reviews and Sales Coaching

Every time I ask a V.P. of Sales/CSO  or even a sales manager if they have coaching methodology in place, I always get a similar answer; "Yes, we do them once or twice a year." I then ask, are those your "performance reviews" and of course, the answer is yes.  ...
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11 Things Great Sales Leaders Don’t Do

This is a follow up to the 11 Things Great Salespeople Don't Do. There are two sides to sales. The salespeople and the those that lead them. Each of them has a distinct and different role. Salespeople go and sell. They are the front lines. The sales leaders, they have...
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Mavens of Modern Sales – Alicia Rasta

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week we talked to Alicia Rasta, Vice President and Head of Global...
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A Sales Manager’s Role is the Most Important Role in a Company

Your sales managers are the most important pieces of your sales organization. Not your reps, not your “visionary” VP, it’s the sales managers. Don’t believe me? Who is in the trenches day in and day out? Who has their hands in every deal? Who talks to your reps more...
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