By Tibor Shanto
When you look at a football team, you would figure that if a team is in possession more time, running more yards than before, you would see more touchdowns and wins. People would not only wonder why results weren’t materializing, but they would also take action, and heads would surely roll. Yet when it comes to sales, we seem to hold things to a different standard. Despite all the tools, processes, enablement initiative, and more, more and more are asking “So, where’s the revenue?”
People achieving quota is down, the close rates are relatively flat, and sales leaders are openly questioning the activities of their teams. What’s a sales leader to do?
Here’s an idea:
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