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"I have worked with Tom for the past seven years, and he continually and successfully trains our staff of salespeople making Fuji the most successful graphic arts company."
John Meyer, Training Manager, Fuji Photo Film, USA
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.