How to turn poor performers into sales superstars

10/5/2011 | Sales Benchmark Index

The key to getting underperforming sales representatives to step up their game is coaching, writes Dan Perry. The first step is to evaluate your team using metrics -- such as close rate and time spent selling -- to determine who isn't pulling their weight. Increase their selling time and hold them responsible for improving their performance, he writes. And don't keep salespeople around just because you like them personally.

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