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Sales Management & Leadership

How to Coach and Correct Bad Sales Rep Behaviors

Question: How to correct a medical rep who is following an action plan and not sending report in time? How do I improve a medical rep who is not achieving his/her target for several months? My Stab at this Question AD,  Thank you sending in your question.  Based upon the question you sent in, I …

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Differences Between Sales Leaders & Sales Managers

Sales leaders versus sales managers and why it is important to you if you are in a sales leadership role.  Many people loosely throw around the terms interchangeably but the differences are quite unique.  If you are a sales manager, yet call yourself a leader, read the differences below and ask …

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Quality versus Quantity: Sales Team

The competitive advantage of developing and building a specialized quality team of sales professionals far outweigh a large sales team based solely on their size.  As a successful sales manager, I prefer a stronger, specialized and high quality team over mass numbers of sales reps. In the movie, …

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