Value-based selling—when done skillfully—has multiple inputs. Each input redefines how you and your customer see the worth of a product or service.

Metrics are critical for managing the team's performance. But let's not forget what metric is "King"!

I am sick of sales managers complaining about their top sellers not being team players.

Too many sales managers complain that their top performers aren't team players. Who cares?!

You have a few top performers on your sales team. That means they don't need to be coached, right?