http://3forward.com/lead-lifecycle-management/do-not-hire-that-sales-rep/ B2B Sales Process Consulting Tue, 31 Jan 2012 06:11:26 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://3forward.com/lead-lifecycle-management/do-not-hire-that-sales-rep/#comment-210 Do Not Hire Part 3 - Lead Management | 3forward Sat, 14 May 2011 20:03:22 +0000 http://3forward.com/?p=1388#comment-210 [...] Part 1 of the Do Not Hire That Rep series suggested not automatically replacing a bottom performing sales rep when management decision or attrition takes them out of the organization.   Part 2 said that instead, investing more in the remaining, successful sales team provides a greater likelihood of returns compared to the low odds most see with new sale hires right now.   In Part 3, let’s explore the specific area of in-bound and out-bound lead generation as the approach to increasing sales effectiveness by better focusing on higher probability targets. [...] [...] Part 1 of the Do Not Hire That Rep series suggested not automatically replacing a bottom performing sales rep when management decision or attrition takes them out of the organization.   Part 2 said that instead, investing more in the remaining, successful sales team provides a greater likelihood of returns compared to the low odds most see with new sale hires right now.   In Part 3, let’s explore the specific area of in-bound and out-bound lead generation as the approach to increasing sales effectiveness by better focusing on higher probability targets. [...]

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