Every member of your sales team may struggle with a unique set of challenges. Classifying them into different sales personas not only helps you identify the root of the problem but also helps you manage the sales team more effectively.
There are a few false assumptions that are to blame for the sales performance malady affecting organizations today.
Learning technologies are improving, and the demands on salespeople are reducing their ability to attend live training events. E-learning and other virtual training formats are important modalities to consider.
Sales performance management is often viewed as a combination of careful incentive design and reliance on sales managers to be role models and coaches.
Despite the significant expenditures that continue to go into training salespeople to "close the deal," many sales organizations struggle to meet and exceed their targets, and here's why.