Significance Theme
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Identifying the Right Solutions for Customers
In a business world in which clients have many choices and products aren't often sharply differentiated, customers demand strategic thinking, emotional connections, and critical information. Providing that mix demands all of a sales rep's talents.
"One Store, One Team" at Best Buy
Soon after assuming responsibility for a Best Buy store, one of Eric Taverna's big challenges was to harness the energy of his employees. His approach -- and its positive, long-term effects -- offer lessons to managers across all industries on how to build a committed workforce.
Significance
People strong in the Significance theme want to be very important in the eyes of others. They are independent and want to be recognized.
When Top Performers Slump
The best sales managers know how to provide their star performers with just the right rewards to feed that drive for success. In fact, finding the perfect "fit" between motivation and rewards may be the key to focusing great sales reps toward even greater achievements -- or sending them into a slump. Here are some strategies to motivate your sales stars.
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