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* 1. We have a strong sales culture built on goal-setting, training, accountability, and results.

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* 2. Each salesperson has 100% clarity about the goals of the organization and their specific contribution towards it.

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* 3. Formal, 1:1 conversations with salespeople occur monthly to review results.

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* 4. Sales results are published monthly throughout the organization.

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* 5. Specific sales activities—and the percentage of time each salesperson should invest in each of them—are clearly defined.

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* 6. The activities differentiating selling, account management, and customer service are recognized and understood throughout the sales team.

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* 7. Our sales team has a laser focus on minimizing any non-sales activities.

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* 8. We have an annual budget for sales training.

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* 9. Sales leaders spend meaningful time each month in the field coaching salespeople.

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* 10. Sales pipelines for each salesperson are detailed and assigned a value each month.

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