Why top performers tend to slow down at year's end

12/6/2011 | OMGHub.com

Sales representatives who are just shy of meeting their numbers with little time left in a sales period tend to buckle down and get the job done, while those that have already achieved their goals may start to relax, writes Dave Kurlan. "You love their numbers but I hate the let down," he writes. Unfortunately, sales management often has little impact on this outcome, he writes.

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