How to Succeed at Understanding Your Sales Capacity

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The Sales Excuse Index quantifies a salesperson's tendency to make excuses for not engaging in sales activities. A lower score indicates a stronger focus on sales. The average score is 35%, implying that salespeople spend only 65% of their time actively selling. This tool provides valuable insights for both individuals and sales managers. By identifying excuse-making behaviors, individuals can work to improve their sales performance, while managers can target specific areas for coaching and development.

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