Many sales forces are plagued with issues that limit effectiveness. New research from more than 1,000 sales leaders and salespeople suggests that these problems are routinely misdiagnosed or overlooked, often hiding in plain sight. The research offers new strategies for identifying sales force effectiveness issues, diagnosing their root cause, and implementing practical approaches that improve efficiency, productivity, and sales results.
The session identifies the costliest breakdowns affecting sales teams, including sales process and methodology adoption, opportunity pipeline congestion, ineffectual onboarding, training, and coaching, and misaligned objectives among sellers and management. Drawing on research findings, presenters offer a framework for identifying misaligned objectives in the sales organization, prioritizing improvement opportunities, and clarifying objectives for building new skills and capabilities in the sales force.
This session is free to join and open to the public. Become a basic member ($0), login, and return to this page to register.
