About
Do you know a large Midwest family? Well, if you do, then you know me. I am the youngest…
Articles by 🐶 Jacco
Activity
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[Certification] 🤔 Pourquoi je me suis formée à “l’Architecture du revenu” avec Winning By Design ? Pour l’approche méthodique du modèle…
[Certification] 🤔 Pourquoi je me suis formée à “l’Architecture du revenu” avec Winning By Design ? Pour l’approche méthodique du modèle…
Liked by 🐶 Jacco van der Kooij
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Dave and I bumped into a few old CEB friends last week while in London last week for some SellingInnovations client sessions (Ken saw yet another…
Dave and I bumped into a few old CEB friends last week while in London last week for some SellingInnovations client sessions (Ken saw yet another…
Liked by 🐶 Jacco van der Kooij
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Rise ✨ over Run 🏃🏽♂️ I'd love to share a powerful insight from Adam Grant's Hidden Potential: **my personal interpretation of it. Imagine a…
Rise ✨ over Run 🏃🏽♂️ I'd love to share a powerful insight from Adam Grant's Hidden Potential: **my personal interpretation of it. Imagine a…
Liked by 🐶 Jacco van der Kooij
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Publications
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Hiring Star Salespeople Isn't the Best Way to Grow
Harvard Business Review
The top 20% of a sales force produces 80% of a company’s revenues and margins — and it’s applicable in a variety of sectors. In B2B contexts, for example, rep performance in similar territories often varies by 300% between top and bottom quintiles, and in retail stores selling productivity typically varies by a factor of three to four. So it’s no surprise that a company’s usual response to stalled growth is to hire more stars.
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English
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Dutch
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German
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Indonesian
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36 people have recommended 🐶 Jacco
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I help oversee marketing at a lot of companies and support a lot of CMOs. By far, it's the most misunderstood function in B2B software. This causes…
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