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sales research

Getting Lucky… All Its Cracked Up to Be?

21 October 2016 / Marissa White / Coaching, Processes, Sales Guidance, Training

A couple years ago I was working with sales manager with a bumpy and somewhat unreliable pipeline. We were discussing how to make his team’s forecast a bit more consistent. Mid-meeting he coolly replied ‘I’d rather have a lucky sales rep then a consistent one’. At another company, I don’t think it would be grossly exaggerating to […]

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