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Post being replied to
i don't think it's a product/service/value prop issue. by MrE
The problems I need to articulate to the VP of Excellent Coaching and Results are a combination of:
1) My guys aren't rainmakers, they're comprised of guys the VP of EC&R likes and industry reps that weren't rainmakers when they were selling for our competitors.
2) My guys aren't being properly mentored, trained/developed to be better closers by our leaders.
3) Our incentives and measurements are not appropriately aligned to increase success on closing new business. There are no quotas/expectations, and no variable compensation incentives based on performance.