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Sales Management – Should You Promote a Top Sales Performer to Sales Management?

A question I hear frequently is, “Should I promote my top sales performer to a sales management role?” To answer this question, I suggest you consider the following three questions: Does the individual have the TALENTS required to succeed as … Continue reading

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Sales Management Part 3 – Mentoring Salespeople

Salespeople are most often associated with being coached to improve their selling competence but mentoring is seldom discussed or implemented for them. The question is why not? Is it because we have been conditioned to believe that mentoring is only … Continue reading

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