Why is discernment important in sales?

What is discernment and why is it important in sales? According to the Merriam-Webster on-line dictionary. discernment “is the quality of being able to grasp and comprehend what is obscure”.  My old fashioned paper back version of the Merriam-Webster...
Have quota, will be held accountable

Have quota, will be held accountable

Why are sales people generally the only employees in a company given a quota and held accountable to meeting the number? People can talk all day long about key performance indicators (KPIs), but the only real KPI that matters is revenue and what role you played in...

Calling all Closers

There are many different types of sales reps. Here are just a few examples of the different types of sales reps- hunters, farmers, transactional, enterprise, inside sales, outside sales, technical sales, public sector, solution specialists, named account, etc. The...