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How to remove sales people from your GROWTH ENGINE thanks to the right PROCESS

THE  PROCESS TRUMPS PEOPLE EVERY TIME Sales people : can’t live with them, can’t live without them … Every time you hire the wrong one, you can waste months to figure it out before you painfully decide to pull the plug. Every time you hire the right one and they decide to  leave you, it […]

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7 FIGURE ENTREPRENEURS : Your QUEST for the “magical” comp plan is over

Sales people : can’t live with them, can’t live without them… Every time you hire the wrong one, you can waste months to figure it out before you painfully decide to pull the plug. Every time you hire the right one and they decide to  leave you, it can take years to develop their replacement […]

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Why (good) Sales People Resist TRUE CHANGE (Forget Threats/Incentives)

How do you MAKE someone else THINK?  I just did it to you…  Are you getting this ? (I am doing it again…)  Do you understand why questions are so important? (I keep doing it…)  You make someone else think by … asking a what ?… (am I driving you crazy ?…:-)  You are getting […]

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Mastering Business Development (1/3)

I recently was invited to attend  a sales training event. I very rarely accept these requests because I have given up on sales training companies about 6 years ago already when I was just starting my business. One of the best US sales training firms I knew at the time had asked me to deliver […]

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“Little hinges swing BIG doors”

Sales Managers are the KEY to Flawless execution of any Company strategy in the field. Whatever changes you are bringing to your sales organization, you need to get your sales managers on board with it FIRST.  If they “buy in” your ideas, then you have a chance your strategy may translate into results at the […]

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