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The Art of Modern Sales Management: Driving Performance in a Connected World by Renie MacClay

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7

The Sales Manager’s Role in Training

Sandy Stricker

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Does this scenario sound familiar? A salesperson isn’t performing. He doesn’t get many second appointments (if he even gets in the door the first time), he struggles with articulating the value your solution provides, and of course he isn’t meeting his quota. The problem is obvious—he hasn’t been properly trained. You think, “I’ll send him to training, they can fix it.” You enroll the person in class, he goes through all the skills that he’s already had training on, and he goes back to doing ...

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