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Scott Edinger on Muck Rack

Scott Edinger

Tampa
As seen in: Forbes, Wiley Online Library, Fast Company, Harvard Business Review, Infobae, Lifehacker, Albany Business Review, Tampa Bay Business Journal, The Business Journals, Business 2 Community and
WSJ and USA Today Bestselling author of The Growth Leader and two other books. Founder of Edinger Consulting. Forbes and HBR contributor.
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Articles

3 formas de potenciar al equipo de ventas de su empresa

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By Scott Edinger
| Infobae Verified
Cuando hay incertidumbre en los mercados y presión sobre el crecimiento, los ejecutivos suelen presionar al equipo de ventas para que redoble sus esfuerzos, convencidos de que, si aumentan los indicadores de actividad comercial, los resultados no tardarán en llegar. En el contexto actual, esa presión es aún mayor. El crecimiento es más difícil de generar, los costos siguen siendo elevados y las expectativas de rendimiento continúan siendo exigentes.
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3 Ways to Supercharge Your Company’s Sales Organization

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By Scott Edinger
| Harvard Business Review Verified
SKIP TO CONTENT In uncertain or shifting markets, growth does not come from simply squeezing harder. It comes from a concerted effort to build your sales organization muscle, balancing your measures of progress and evolving how you think about your sales organization.... When there is uncertainty in markets and pressure on growth, executives often push the sales organization to do more, believing that if sales activity metrics rise, results will follow.
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Compensation Is A Poor Substitute For Leadership

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By Scott Edinger
| Chief Executive Magazine Verified
When CEOs discuss sales performance, the focus almost always turns to compensation—how much, in what form, and for what behaviors. This happens for two reasons: one practical, and one that’s quietly counterproductive. The practical reason is straightforward. In most B2B companies, compensation is the largest line item in the sales budget. It’s a significant cost that must be effectively managed.
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