There are two common mistakes companies make that cause them not to optimize their sales force. The first is self-diagnosis. Companies hire consultants to be their experts to help them improve their sales force, but have already decided what needs to be done in advance of the assessment. A CEO may have a lot of experience in sales, may be having and had success, know their business, and think they know their people. However, the reason to hire an external company is because they bring proven processes and tools to help perform a unique diagnosis of your organization to help you maximize your growth. Let them use it.

The second common mistake is to focus on traditional training. While people need to learn how to make phone calls, ask questions, close, and use other sales techniques, you need to find out why people are not doing these things to begin with. Typically, the reasons people don’t perform the way we want fall in to two areas: the values and belief systems of the sales management and the salespeople, and the systems and processes of the organizations. If you do not address both, training will not have much or impact on your growth.

Howard Shore is a business growth expert that works with companies that want to maximize their growth potential by improving strategy, enhancing their knowledge, and improving motivation. To learn more about him or his firm please contact Howard Shore at (305) 722 7213 or [email protected].

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