Five Mistakes to Avoid in Building Your Sales Force: Fifth in a Five Part Series

In my experience as a sales performance expert, I have learned that mistakes are better teachers than successes.  With that in mind, it is my hope that there will be some valuable lessons for you as we review some of the most common mistakes to building a successful sales force:

Mistake #5:  Systems and metrics for measurement are not used.

An extension of Mistake #3 is the fact that many companies do not keep track of much of anything.  They allow salespeople to hoard all the information without sharing, or they allow salespeople to share information in a subjective rather than objective […]

Five Mistakes to Avoid in Building Your Sales Force: Fourth in a Five Part Series

In my experience as a sales performance expert, I have learned that mistakes are better teachers than successes.  With that in mind, it is my hope that there will be some valuable lessons for you as we review some of the most common mistakes to building a successful sales force:

Mistake #4:  There is no sales process in place. 

Very few companies have defined what differentiates a closable opportunity from a prospect, or understand how to move the prospect along to becoming closable.  They may not have defined whether or not to produce a proposal.  Frequently there is confusion as to the […]

Five Mistakes to Avoid in Building Your Sales Force: Third in a Five Part Series

In my experience as a sales performance expert, I have learned that mistakes are better teachers than successes.  With that in mind, it is my hope that there will be some valuable lessons for you as we review some of the most common mistakes to building a successful sales force:

Mistake #3:  Salespeople are not held accountable.

Like most people, salespeople work best when goals are established and they are expected to meet them.  For some reason many companies are negligent about holding their salespeople accountable.  Maybe it is due to the first two mistakes we have discussed—hiring the wrong people without support from strong management.  […]

Five Mistakes to Avoid in Building Your Sales Force: Second in a Five Part Series

In my experience as a sales performance expert, I have learned that mistakes are better teachers than successes.  With that in mind, it is my hope that there will be some valuable lessons for you as we review some of the most common mistakes to building a successful sales force:

Mistake #2:  There is not a professional sales manager in place.

Often the owner or president will act as sales manager along with wearing several other hats.  It is a common misnomer that your sales force does not need much management; that they will just go out and sell if you point […]

Five Mistakes to Avoid in Building Your Sales Force: First in a Five Part Series

In my experience as a sales performance expert, I have learned that mistakes are better teachers than successes.  With that in mind, it is my hope that there will be some valuable lessons for you as we review some of the most common mistakes to building a successful sales force:

Mistake #1:  Using the same techniques to hire salespeople that you use to hire everyone else.

Salespeople are different.  In fact, you, as the manager, owner, or president, want them to be different so they can effectively do their job.  Consequently, you must hire them differently.

Do not be so stuck on hiring […]