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Incentives e-newsletter - 2010-7-19

Summer Slowdowns (And other Sales Problems)

By Heather Baldwin

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If you're struggling with a sales problem, take a look at the behavior you're rewarding as a first step to solving that problem. The problem could be anything - a slowdown in summer sales, top performers plateauing after reaching a certain level of performance, reps pushing the wrong products just to make quota and discounting too much. You name it, and chances are you've got procedures in place to encourage it.

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