Confronting Sales Ineffectiveness You are going to have to do it sooner or later—What is the cost of doing it later?

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Business Owners, Presidents and CEO’s: You invest more money into hiring and training more reps, invest in additional advertising and marketing, conduct more sales meetings— Are you achieving more productivity?

Regardless of how many rounds of golf your sales people play with prospects, or how many sales meetings or attempts you make to motivate your team, sales are simply not good. Now what?
Many Business Owners adversely impact their margins by dipping into the corporate pocketbook to implement a new bonus plan. At best this may elevate performance temporarily, only to have sales people fall back into their regular non-productive routine.

Some CEO’s fall prey to the complaints and bad attitudes of sales people who say they have no leads, or no one to call. Opposed to dealing with the actual problem, poor closing skills, they again adversely impact their margins by investing into more advertising and marketing campaigns. They simple want you to spend more money for them to get more leads, to have more opportunity to close LESS business!

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The Negative Impact of failure to change

Sales in the late nineties were very predictable and just seemed to come to you. Sales today are anything but predictable and most sales people fail to go out and make it happen. Relying on a few rainmakers to attain sustainable growth these days just does not work. These rainmakers merely allow you to remain above water. Relying on past lackluster hiring criteria in order to increase the number of feet on the street also does little more than compound your sales problem.

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