In this episode, you will hear what Marty Petraitis, VP of Worldwide Sales at Heartland Automation, says about what sales reps should do when their territory shrinks but their quota goes up. It’s an age old challenge that has caused many people to seek new opportunities. You’ll also hear what he says management’s responsibility is when reassigning territories and how to do it the right way.
Marty also shares what he believes are the core 3 activity areas that the best reps focus on consistently, and whether or not those that don’t have the same focus can be coached.
Can C-Players be coached if they lack sales DNA? What is sales DNA? Find out the answers to these questions, and many more, as Marty goes Over Quota.