It is that time of year again…no, not Christmas – employee reviews. This topic is of great interest to us in that we help companies on-ramp new sales hires. One of the key aspects of onramping is regular meetings or reviews. That is management 101. Yet, it is surprising how many managers have a tendency to avoid a structured review with their employees. I suspect some of it has to do with the fact that managers may not be involved in their sales reps activities. I’m not talking about babysitting them every day, but I am talking about pre-call strategizing and post-call debriefing. If a sales manager is not completing those… Read More
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