Blogbeiträge

A short self-diagnostic

If you want a quick read on where your own team stands, ask a handful of reps these three questions separately, without letting them compare notes first:

What has to happen for a deal to move from your second stage to your third?
What’s your team’s average time-to-close, and how confident are you in that number?
What made you lose the last deal you lost — and was that the same reason the last one was lost too?