I’ve been a part of many sales teams in my career, and over and over I’ve noticed common afflictions that affect them, each of which reduces morale and sales performance. They can be found to some degree in almost every organization. Smart management teams are aware of these afflictions and work to avoid their potentially destructive impact. Any one occurrence of these problems will not necessarily harm the sales effort, but if allowed to progress to extremes, or if multiple conditions exist at once, they can be extremely harmful.

Wasting Sales Representatives’ Time

One of the prime afflictions of sales … Read the rest