Are Your Salespeople Stupid?

Topics:
Sales - Marketing Job Descriptions
Tags:
Sales,
Sales Force Management,
Sales People,
Sales Strategy
Source:
SalesVantage.com

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Overview: Most B2B companies today are moving to named account coverage models where a sales team has an assigned quota for revenue produced out of a given company or organization. Responsible for selling the entire product portfolio, the expectation here is that sales people will concentrate their efforts on a handful of targeted companies and grow them from $1M to $10M accounts. When it doesn't happen, business leaders tell me the same thing, "We just don't have the right people" or "Our sales people just don't get it". What's lost in this calculus is the sheer mountain of information that sales people must manage and communicate to customers in a valuable way.

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Format: HTML | Date: Dec 2007 | Pages: 3

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