This topic is important because the Sales Compensation Plan for the Lead Generation Reps is one of the main motivators of the Reps, and thus dramatically affects their productivity, your pipeline, and...
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You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. And what has it gotten you? The same recycled reps that come with Rolodex in hand. They guarantee new business is just a call away.
The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer. That poses a challenge for sellers that have dealt... [[ This is a content summary only.
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