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 […]