You Know You Have a Sales Challenge,
Now What?

You oversee or manage a sales force and are facing a sales challenge.

It can be the result of declining margins or a missed top line. It might even be unreliable forecasts or incorrect product combinations. Alternatively, growth may not be reaching expectations. Undoubtedly, you are confronted with a predicament.

After analysing the sales problem in an attempt to identify THE primary cause, you discover a multitude of underlying issues:

• Your salespeople do not qualify leads well.
• They are selling their preferred products rather than the entire portfolio.
• Your expensive CRM system is not being used, and there is constant aggravation between management and the team.
• Predicted accuracy is, in fact, inaccurate forecasting.
• The team spends much time and money chasing possibilities they don’t win.
• The team are spending time servicing existing customers and not signing new business.
• There is a lot of pressure on prices, and the sales force always requests lower prices, reducing margins.

Consequently, you decide to take action: you will train them. But is it just more of the same as you have engaged in sales training in the past? 

This eBook will assist you understand the best next steps to take.