When speaking to business owners and CEOs one of the top five concerns is sales performance. The sales team is often growing by 15 or 20%, but often margin is being sacrificed or the sales cycle is expanding.
The CEO looks to Sales Leadership who are celebrating the modest growth, and cannot identify why the sales team is dropping price; worse they don’t know how to correct the problem with the sales team.
Sales training may not be the answer. In fact, you cannot diagnosis a problem or a solution until a sales team is understood. It does not make sense to blindly through resources at the sales department without the analysis, and crafting a solution that addresses the reality of the sales team and the CEOs vision.
As a partner of Objective Management Group, we have access to a very cool tool that you can use to see how your sales people compare with other salespeople in your industry or with all sales people. You can access that tool here.
If you have questions, please reach out.
