I had these problems with my sales teams – all of which were my fault…

  • My salespeople weren’t capable of selling our products/services at higher margins.
  • I wasn’t sure how to get my salespeople to sell at higher margins.
  • I did not do a good job of competing against the industry giants.
  • I did not consistently hire salespeople that could (and would) sell.
  • My salespeople didn’t do the necessary activities to succeed.
  • An extremely high percentage of my sales hiring ended up becoming sales duds.
  • I didn’t really have a consistent methodology of recruiting.
  • My salespeople didn’t close enough business to justify their base salary.
  • If my top salesperson resigned, I wasn’t sure how to replace him/her.
  • I didn’t know how much it cost me to keep non-producers on staff.
  • I wasn’t sure what the cost is of hiring a salesperson and getting them up to speed.
  • I did not know how much ex-non-producers devalued my company.
  • I did not know how much it costs for each sales call.
  • I didn’t know each salesperson’s individual weakness.
  • I did not get enough quality leads to my salespeople.
  • Not leveraging web technologies for my sales strategy.
  • My salespeople “winged” it, not following a consistent, reliable sales system.