Andy Paul: Sell Without Selling Out
FranklinCovey On Leadership
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The Role of a Sales Leader
The average tenure for an account executive, a senior salesperson, is under 12 months. Sales managers are what we call metrics jockeys, where they feel pressure to report on the metrics to managers. The idea of coaching and developing individual sellers by and large is falling by the wayside. We're spending $15 billion a year on sales trading in the U.S., but 95% of that money should be spent on training individual sellers.
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