It isn't necessary to tell salespeople they need to improvetheir performance. They're scorekeepers; they know exactly howthey're doing.

The endless stream of webinars, podcasts, seminars, books andarticles suggests they want to do better.

Even with so many opportunities, it's easy for salespeople toget stuck in patterns that keep them from becoming more effectiveperformers. To help salespeople see themselves more clearly, hereare four approaches to sales:

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