INDEX
accountability
with individual business plans, 201, 202
progression of, 132–136, see also one-on-one meetings
in remediation process, 178
for results, 11
talk about, 55
tolerating lack of, 55–59
acknowledgment of sales effort, lack of, 70–71
activity(-ies)
in accountability progression, 132, 135–136
high-value, 126–127
in individual business plans, 200
judging producers based on, 12
low-value, 123–126
reviewing, in one-on-one meetings, 131
and senior executives’ micromanagement, 76–77
of top hunters, 169–171
The Advantage (Patrick Lencioni), 112
agenda topics, for sales team meetings, 143–146, 149
amateurish salespeople
as order takers, 92–94
perceptions of, 88–95
reactive, 89–90
status of, 91–92
who lead with ...
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