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"I want to take a moment to express my thanks to you. We finished the 1st quarter with our best sales month in the last 3 years. It hasn't been easy, we are in a distressed economy and we participate in a very competitive environment. Through your guidance and support we have been able to accomplish tremendous things. Since engaging with your organization, here are some of the things we now have: •A staff of "A" players •Defined roles and expectations •A compensation plan that drives the right behaviors •Energy and fun Your professionalism and expertise has helped us to succeed at all levels in our organization."
JEFFERY SZALA National Sales Manager, Civacon/Knappco
1. Your sales people don't have goals. Not quotas-- things they would like to accomplish, do, or buy.
2. You consistently hear good reasons why your salespeople don't hit their numbers. i.e. the economy, the competition, price, budgets, etc.
3. Very few sales people leave or get terminated, and the ones who do leave are the good ones.
4. Considerably less than 85% of your (or your sales manager's) time is spent supervising, training, coaching, and mentoring sales people.
5. Your sales people aren't held accountable to acceptable levels of activity on a daily/weekly basis.
6. If you were to rate your sales people as Quitters, Campers, or Climbers.... Most of them fall into the category of Campers.
7. Your pipeline is never as full as it looks.
8. Your sales people consistently have to reduce price to close the deal.
9. If asked what's your sales process, everyone would have different answers.
10. New sales people rarely live up to your expectations.