It’s time to stop being defensive and go on the offense again. That means Sales Force Execution.
You have to get the right sales people saying the right things to the right customers.
Sounds simple. Difficult to do.
I recommend subscribing to Dave Kurlan’s blog “Understanding the Sales Force”
Dave nails it in each and every post, about what works in getting your sales force to execute effectively. He destroys myths about sales, and provides good hard data on what works, what needs to be in place and how to do it.
Keep your eyes peeled for more information on this. I’m going to be offering Sales Force Effectiveness huddles/workshops/coaching in this New Year. Not sales training, but sales leadership and execution.