GROW. PROFITABLY while creating a sustainable competitive advantage

摘要

Each year the competitive landscape continues to grow and attract new players, while existing players become more sophisticated and sawy. And yes, there will always be those competitors who low-ball prices and perform sub-quality work, but those players will not be around very long. If you're not happy with the results that your sales team is producing, YOU may want to take a good look in the mirror. New research shows that 81 percent of sales failure in our industry is attributable to poor, or a complete lack of, sales management. [Note, in the first quarter of this year, the percentage of companies reporting poor sales management practices was at 78 percent, so in just two quarters we are seeing a further erosion in sales management].