Why sales leaders shouldn't get involved in every deal

10/22/2013 | Sales Benchmark Index

Vice presidents of sales may not be using their time as efficiently as possible if they get involved in deals only at the late stages, writes Drew Zarges. These leaders may actually hurt organizational performance by offering steep discounts just to close deals. Meanwhile, top-performing sales leaders are involved throughout the selling process and focus mainly on deals that must be closed to ensure the sales organization has a successful quarter.

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