'I Don't Do Templates!'
Business 2 Community, September 5th, 2019
September 5, 2019,
Volume 258, Issue 1

Recently, I met with a group of great sales executives. They were looking to raise the bar on performance, driving growth

"We talked about a number of things, I was trying to understand what they had in place, the challenges they had, and their execution discipline.

They had invested a huge amount in very powerful training and tools for the sales people. If people were using the training and tools, their performance should have been much better. As we discussed the situation and looked at the data, it turned out people weren't using the training or tools that had been put in place. Managers weren't coaching the people on the skills/processed introduced in the training and weren't leveraging the tools as part of their review and coaching processes..."

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