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Buzzes
  1. Justin Lane

    Justin Lane

    16/04/2016
    Only 57..1% of reps made quota last year. Lowest since 2009. Root causes are varied but certainly include poor quota setting, training, an coaching. This means that 49.2% of reps didn't make their on-target earnings (OTE) that they were sold on when they took the jobs. First thought is rep retention could be an issue.
    Justin Lane
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  2. ProducerJustin Lane

    Justin Lane

    15/04/2016
    Sales Performance Management Blind Spots
    Sales Performance Management Blind Spots J.P Morgan Chase recently published a business outlook for 2016 and the results are interesting to say the least.   One of the very first charts in the study shows how optimistic (or pessimistic) business leaders are for their own business, their...
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