In my experience as a sales performance expert, I have learned that mistakes are better teachers than successes. With that in mind, it is my hope that there will be some valuable lessons for you as we review some of the most common mistakes to building a successful sales force:
Mistake #4: There is no sales process in place.
Very few companies have defined what differentiates a closable opportunity from a prospect, or understand how to move the prospect along to becoming closable. They may not have defined whether or not to produce a proposal. Frequently there is confusion as to the […]Read more »