After working with countless fast growth companies in numerous industries, some obvious patterns have emerged as the senior leaders are trying to scale their sales organizations quickly. The issues typically appear in three specific areas: their choice in sales leadership, hiring standards for the salespeople, and how they coach and hold the salespeople accountable. These problems are often the underlying cause of inaccurate sales forecasts.
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About the Author
Karl Scheible and Adam Boyd are co-authors of Succeed The Sandler Way: 14 Personal and Professional Breakthroughs, and experienced Sandler trainers who play important roles in Sandler’s worldwide organization and are recognized as business development experts specializing in executive sales training and sales productivity training.
For more information visit www.Sandler.com.
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