Season 1 Highlights Episode - 7 Thought Leaders Share Their Insights on Sales Compensation
The Sales Compensation Show
Uncovering the 'Hot Hand' in Sales
Exploring the psychological biases and patterns in sales performance, this chapter reveals findings from a research project analyzing real sales calls that validated the existence of the 'hot hand effect' in sales. The study suggests that managers can use statistical methods to predict and enhance salespeople's performance, potentially boosting sales by 15%.
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