If you’re like most sales teams, 2016 was probably a blend of high spots and low spots. A subset of your sales people (often the same ones as last year) achieved their sales targets well before the end of the year. Another group got there or thereabouts, and a further group struggled.
http://www.membrain.com/blog/what-is-your-sales-organisation-going-to-do-differently-in-2017
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