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In my last post, I talked about the two cornerstones required for building a culture of accountability: alignment and commitment. However, no matter how well-laid the foundation, building the rest of the structure can be challenging. In this post, I’ll focus on three common obstacles that can cause problems for sales leaders. Continue Reading
It’s that time of year when senior leadership gets together to evaluate the past year’s performance. Hopefully, a lot of things went right. Too often, though, they’re trying to figure out what went wrong. In many of these latter organizations, it’s not too long before one sales leader or another says something like, “We need to hold our salespeople accountable for their performance!” Continue Reading
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