CHAPTER 3

The Company’s Responsibility for Sales Success

In Chapter 2, we had the individual salesperson on the hot seat. Now it’s time to shine the spotlight on the company and its responsibility for sales success. Let’s be fair. It’s not all on the shoulders of sales. There are an array of factors completely outside the control of the salesperson and the sales organization. These factors can be obstacles and impediments to executing a successful new business sales attack and are worth addressing here.

I am typically brought into a company when there is a desire to significantly increase the effectiveness of the sales organization or when the sales team is not working the way it’s supposed to, particularly in the area of acquiring new pieces ...

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