Are your sales reps whining that they don’t have enough autonomy? Maybe they’re telling you, as Lee Salz wrote about a while back, that they can take care of business on their own.
On every team, there are high performers. Then, you’ve got employees who always have an excuse, instead of a completed blog post or piece of code. If you’re like a lot of managers, you’re tempted to give your high performers more work.
When too many employees leave, execs throw more training at managers. This action, senior execs figure, will keep staff turnover to a manageable level. Companies that dig deeper to get at the root cause of employee departure may be in for a surprise.
If you didn’t have a stellar outcome in 2017, don’t despair. With some advice from Colin Nanka, you can make your numbers in 2018.
B2B sellers are mostly missing the mark because they rely too heavily on tired sales techniques.