Rather than equating quota attainment with success or using their gut instinct to make training decisions, sales organizations need to take a deeper dive into their sellers’ capabilities.
It’s extremely difficult to replicate winning behaviors in other sellers if the true reasons behind top sellers’ success isn’t clear. Leading organizations leverage four key practices to get the most out of their sales training:ġ. Have a clear definition of a top seller And the reason for this is these organizations often lack the sales training programs they need to enable sellers to reach their full potential. Talent gaps in sales teams are the number one internal challenge cited by many sales organizations.
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