Daily Archives: October 31, 2011

Lessons from Groupon’s sales team: How to improve sales performance

Groupon recently announced it will fire and replace the bottom 10% of its sales force. The reason? CEO Andrew Mason said Groupon wants more high-value customers. The news got us thinking, every sales team has a bottom 10%. Who is responsible for the laggards—the sales reps or the company? Let’s explore Groupon’s sales model to [...]