220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
30 Minutes to President's Club | No-Nonsense Sales
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Driving Deals to Close with Discounts and Efficient Pipeline Management
The chapter emphasizes setting close dates with buyers and incentivizing them with discounts to close deals efficiently. It advocates for involving new reps through practical demonstration and the importance of properly evaluating deals to determine when discounts are necessary. Strategies for holding sales reps accountable, involving leadership in the sales process through communication, and forecasting based on pipeline analysis are also discussed.
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