Sales Has Changed; How Will You Make The Most Of It?
The Win Rate Podcast with Andy Paul
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Sales Performance, Quotas, and Manager Training
The chapter delves into improving win rates, buyer engagement, and behavior-based sales training, emphasizing the challenges faced by sales reps in meeting quotas. It discusses the flaws in quota determination and the disconnect between executives and frontline managers, suggesting a focus on individual factors and regional circumstances to make quotas realistic. The conversation also addresses the changing dynamics of sales processes in software growth, the impact of economic cycles, and the importance of better training for frontline sales managers.
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