ABSTRACT
When you look at organizations, large or small, one of the most business critical business functions is its sales department. Whether your company is selling products or services worth one dollar or a hundred million dollars, the sales department is the function that engages directly with your customers. They are the organization’s eyes and ears to the outside world. They are also one of the primary standard bearers by which your customers will measure your company’s capability by way of how they represent the products, services, and the value that your firm delivers. Oftentimes, when talking with an organization’s sales leaders, you will hear a number of common complaints. These complaints from the sales organization are typically focused on low sales productivity, close rates, and limited sharing of best practices to improve the competitiveness for a product or service against the competition. Additionally, in today’s competitive marketplace, sales professionals often complain about excessive quota targets, products or services that are no longer relevant to the market, or customers who just do not understand or care about the value proposition.
