What Sales Leaders Need to Do to Hire and Evaluate Talent More Effectively
Miller Heiman Group
FEBRUARY 21, 2019
In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study. Upper management often approaches sales leaders for on-the-spot evaluations of their sales reps, such as an open-ended question like, “Is this sales rep good?” Push Back on Subjectivity.
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