Sales Performance Improvement, Where To Start
Business 2 Community, September 2nd, 2019
September 2, 2019,
Volume 258, Issue 1

I wrote, 'Improving Sales Performance Without Changing How You Sell.' Readers started responding, 'This is great, where do we start?' Here are some thoughts...

"'One size fits all:' Too often, we have a 'one size fits all' approach to performance improvement. We focus on one thing, for example prospecting or pipeline coverage, and inflict this on the entire organization. Yet each person is different, as a result we may be doing the wrong thing with some, or may not be as impactful as we might be.

For example, we may have high performers who have a great prospecting cadence and healthy pipelines. Focusing them on these initiatives creates no value for them, or may distract them from what they need to be doing. Or those who struggle in the sales process, we may be making things even more difficult by diluting focus..."

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