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Leadership Articles

The 7 Historical Data Benchmarks Every Sales Forecast Needs

Weather forecasters did not get better at predicting rain because the weather changed. They got better because forecasting agencies spent decades accumulating recorded pattern data, then built models that compare today's atmospheric conditions against every similar...
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Why Sales Reps Don’t Update CRM Fields: Configuration

A rep who lets a CRM field sit blank for three weeks is responding to what the field is asking for. A generic field on a generic close date and a generic amount has no connection to any decision the rep is making, so filling it in is an administrative task...
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Sales Rep Assessment Scorecard: Hard Skills, Soft Skills

Ask every manager on a sales team to independently write down, right now, the criteria for what makes a great rep. Collect the lists. Lay them side by side. They will not match. That mismatch, more than any lack of talent on the team, is usually the real reason two...
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Growth Mindset Sales Coaching: Dweck’s Praise Research

A sales manager who tells a rep "you're a natural closer" and a manager who tells the same rep "the way you reframed the cost of inaction on that call was the move" are not giving two versions of the same compliment. They are training two different responses to...
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