CHAPTER 3
You Can’t Effectively Run a Sales Team when You’re Buried in Crap
Be forewarned. I’m a rather emotional guy, and after reviewing my notes for this chapter, I am already angry! The barbs that follow are directed squarely at the senior executive to whom the sales manager reports. But before I begin the tirade, allow me to let you in on one of the dirty little secrets of my consulting practice.
It’s Not Rocket Science: Little Effort = Little Results
I get brought into all kinds of companies to help improve the sales effort. On the rare occasion, senior leadership at a high-growth company with a very healthy sales organization will bring me in to help them get to the next level. That’s truly a joy and a treat. But as I mentioned, it’s also ...
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