Different categories of solutions Different solution vendors Whether they want to make a change How much of a priority their current problem should be

Your product or service A problem they have The principles of an inbound strategy Changes in the market

Fire them. Help them find a different role within your company. Continue coaching them. Leave them on the team but focus your coaching efforts elsewhere.

An underperforming salesperson who is dedicated to improving A top performer who wants to get even better A top performer who doesn’t like following the sales process An underperforming salesperson…

Cover everything they might ever need to know and then provide review sessions later on to reinforce what they learned. Have them start selling immediately and then coach them on…

Your company’s goals and initiative The products or services you sell Your team’s culture and values Your sales process and playbook

a short-term strategy, a long-term strategy a long-term strategy, a short-term strategy an ideal strategy, usually a mistake a good primary tactic, a good secondary tactic

Use the same questions for all candidates for all sales roles. Create a different set of questions for each sales role, but use the same questions for all candidates for…

Innate sales skills Selling experience Proven rapport with your target persona or industry The ability to execute your sales process

True False