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Through observing 800 salespeople in the United States in 2010, management researchers Lynette Ryals and Iain Davies discovered that even though companies are investing ever-growing amounts in their sales process, 63% of salespeople underperform! As a manager, how can you identify them and help them improve?

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Boost The Performance of Your Sales Force

Business Digest no. 214, March 2011.

Based on “Do You Really Know Who Your Best Salespeople Are?” by Lynette Ryals and Iain Davies (Harvard Business Review, December 2010) and “Sales Signals Report,” a Krauthammer study in collaboration with the ESC Clermont Graduate School of Management Group, 2010.