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Why strategic planning, systems and leverage are often more effective than simply increasing workload For years, the business had operated on the same philosophy. If we want better results, we just need to work harder. Need more sales? Make more calls. Behind on administration? Stay back later. Too many customer enquiries? Work through them on […]
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How sales systems, documented processes and coaching can reduce the risk of relying too heavily on individual performers There was a problem nobody expected. The business had a great salesperson. They consistently exceeded target, had strong relationships with key customers, knew exactly how to navigate difficult conversations and seemed to have an instinct for knowing […]
The Cost of Promoting Great Salespeople Into Poor Managers They were the top salesperson in the business. They consistently hit target. They knew how to build relationships, handle objections and close deals. Customers trusted them, colleagues respected them and management knew they could deliver results. So when the Sales Manager position became available, the […]
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