The terminology used to describe this type of engagement is sometimes confusing: contractor, interim, fractional, 1099, gig, on-demand, project-based, hired gun, virtual, third-party, temporary.
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Many sales leaders fail to monitor any prospecting metrics or efforts among their salespeople. 18% indicated their company does not set out specific metrics/goals on how much time reps should spend prospecting. 32% of sales leaders indicated they don’t know how much time reps prospect.
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Most of us think that we’re great listeners. And because you’re a sales leader, you are probably better than average. A recent study indicates that over 85% of managers identify themselves as above average listeners. While this sounds positive, it is statistically just not possible!
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The article is the personal, behind-the-scenes look at what it takes. The sometimes ambiguous, less glamorous side of being an Interim. And when you are done reading you will think, this was obvious, too.
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The list of considerations when going international is long: duties, currencies, regulations, customs, language, to name a few. One crucial step, however, often remains unaddressed: How to sell. All falls flat if an enterprise lacks the right sales resources to actually close a deal overseas.
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One of the best ways is to adopt the humble mind-set of a servant leader. Servant leaders view their key role as serving employees as they explore and grow, providing tangible and emotional support as they do so.
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Trust is both an emotional and logical act. It is the firm belief in the reliability, truth, ability, or strength of someone or something, without the proof. Trust is important in all aspects of life, and making the decision to make a purchase requires a lot of it.
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Sales often are the source of the greatest pride and the biggest disappointment for a business owner, all at the same time.
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Where Does the Fractional Model Work Best? It is not a one-size-fits-all. It does have a place in many SMEs looking for growth, change, and a fresh perspective.
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Following the logic, one would think that a successful individual contributor is also a great motivational leader. Well, it ain’t so! Hence, Motivation 101. What are motivators that are available to a Sales Leader?
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