Search Results
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Be Still My Pipeline
- May 1, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We evaluated a sales force this week that had pipeline problems. Most companies have pipeline problems; they simply lack the awareness to recognize how serious those problems are. Of even more concern is how long it takes to fix a faulty pipeline.
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The Passing of Time
- April 25, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I noticed that one of the sales forces we evaluated this week had a lot of salespeople that were fairly new – either to selling or to the company – which, by itself, is not particularly alarming. However, the sales manager was investing only 10% of his time on coaching and accountability.