The Right Sales Technology Buys Time to Turn B Players Into A Players

In sales, A-B-C does not simply refer to the Alec Baldwin scene in “Glengarry Glen Ross.” It’s the system that sales managers (and salespeople themselves) use to categorize performance. A players smash their quotas on a regular basis; B players battle to deliver results, and usually do; C players have a history of missed objectives and should consider work in another field. However, salespeople are not permanently ensconced in their spot on the A-B-C continuum. A lot of upward and downward mobility is possible.

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