As you think about planning for the upcoming year, it’s likely that your thoughts turn to sales growth. Frequently, I hear from CEOs and business owners who are concerned that their sales team will again not produce the sales growth results they would like. But, frequently they aren’t willing to do anything different. Isn’t that the definition of insanity?
I say, if you aren’t sure about your sales team, look to the sales manager(s) first. Are they coaching, motivating and holding the sales team accountable to well-defined activities every single week? Are they spending 80% of their time on these people […]