CHAPTER 10
REALITY IS MESSY: ADAPTING COACHING TO A FEW SPECIAL SITUATIONS
Well, we’re almost to the finish line, and we’ve covered a lot of ground. In the first chapter of this book, we made the case for better sales management and coaching. Sales managers are failing. The percentage of salespeople at quota continues its steady decline. According to Jonathan Farrington, CEO of Top Sales World and editor of Top Sales Magazine, 2017 was the first year that the percentage of salespeople at quota dipped below the 50 percent mark. He lamented that this decline has been significant and that roughly 16 percent fewer salespeople are at quota today compared with four years ago. Clearly, we must reverse this trend. Our best chance for getting more salespeople ...
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