21 May 2001

How Fit Is Your Sales Force?

The most important, but least understood, concept in sales management

by Mick Zangari and Benson Smith
Sales roles are not identical. A top producer in one role may be only a mediocre salesperson in another. The best performance occurs when there is a close match between a person's talents and their sales role. So how do you know if your salespeople "fit" their role?
Smith is coauthor of Discover Your Sales Strengths (Warner Books, February 2003).
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