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.
There’s often a disconnect between the c-suite and salespeople when sales quotas are set for the year. Lee Salz has a few ideas about how companies can do a better job on this contentious issue.
If you think references are only for securing yourself a new job, check out what Lee Salz has to say on this topic. The right references can help you close a big deal, but you have to know when and how to use these contacts in your sales process.