New hires could take a long time to get going, so the best way to make sure your sales team meets its 2012 goals is to train the representatives you already have to improve their performance, writes Matt Sharrers. Grooming your second-tier sales performers for the highest echelon of success requires a four-step process that includes categorizing your salespeople, creating a customized training program and ensuring that training is an ongoing process, he writes.

Related Summaries