Monday, July 9, 2012

Four Rules for Motivating Salespeople (and Walking a Tight-Rope)

For the past couple of days I’ve been locked in a debate with two sales coaching professionals over the value of quotas.

Except for a brief stint in my early 20s as an inbound customer service rep, I’ve been in sales my entire working life which now spans over twenty years. For about half of that time I was a partner in the business but my contribution has always been on the sales side as opposed to the operations or administrative side of the things. I think that makes me pretty well qualified to talk about how best to motivate salespeople.

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