Truth and Consequences for non-performing Salespeople

If there are few consequences for non-performance, it affects sales effectiveness. Training Sub-Performers When we, as sales managers, allow substandard performance we, in effect, encourage substandard performance. When we don’t hold our people accountable, in essence we train them to believe that not achieving sales targets and personal goals is okay. Can’t happen to me, you say?…

Myth of Team Selling

Team selling is an oxymoron—like government assistance. It exists in concept only. The reality is that, like government assistance, the intentions are noble but the execution is difficult. Even the term “sales team” is a misnomer. In my mind, the word “team” conjures up a vision of people working together towards a common goal. There…

Improving Sales Performance of High-Maintenance Salespeople

Having a high-maintenance salesperson around is like owning an older car  that requires constant tinkering to keep operating. Unfortunately, you can’t give a high-maintenance salesperson an oil change or replace a few parts to improve their sales performance. A high-maintenance salesperson is one of those people who seem to require almost constant attention to keep operating…