What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

ORGANIZATIONAL RESPONSE

What’s an organization to do? How have most responded to the challenge of keeping their salespeople effective in a marketplace gone mad? Unfortunately, the typical response has been an attempt to engineer the human being out of the equation. We know you can think of countless examples of companies that now try to manage the customer-company interface technologically rather than biologically. Instead of providing interaction with a living, breathing human being, many organizations now entice you (and some even force you) to enter your own data, print your own documentation, check in at automated stations or over the Internet, transfer funds electronically, “send away” for credits, buy through assigned customer advocates ...