I just moderated a panel discussion at the ESX conference entitled “How to Drive Performance with the Sales Team and Weed Out Underperformers.” The panel featured some very successful sales leaders and I learned some great things from them. It was also an opportunity to review principles that have been around a while but are easily forgotten.
The following list is not earth-shattering, nor likely new information. However, it is predictive of success.
Use a predictive and repeatable process to hire sales talent.
Have set expectations when the new hire starts as to what they are to achieve and by when.
Focus on […]