Episode 40: Sales Team Performance – The Game is Changing

Episode 40: Sales Team Performance – The Game is Changing

How do you continuously improve your sales team’s performance? The traditional answer was to put in place a tough, heroic sales leader who embraced an aggressive sales culture, high-pressure pay-for-performance, intensive training, and constant culling of weak performers – practices that emerged after WWII and were refined in the 1980’s corporate world. In today’s sales environment, those approaches can seem about as useful as the abdominizers and Walkman’s you might find at a garage sale. Sales leaders today face challenges far different from the 1980’s and early 1990’s.

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