By Jill Konrath, Contributing Editor
Right now, the economy has lots of people running scared. Many sellers are under extreme pressure to bring in more business and close faster. Recently someone wrote to me, concerned with the pressure being exerted on him to do "whatever it takes" to get the deal.
As far as I'm concerned, that's a set up for disaster, and here's why.
When I started my sales career at Xerox, it was clear that poor performance was unacceptable. Each month, the regional offices would post stack rankings of all the reps, showing their monthly numbers as well as their year-to-date results.
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