You Can Always Sell More
Chapter One
Why Is It So Hard to
Improve a Sales Force-and
Why Do We Tend to
Lose It Once We Change It?
Does this sound like your sales organization?
George was flying home after having spent time riding with the
last members of his new sales team. He had recently joined his industrial
equipment manufacturing company as the VP of Sales. Having spent his
life selling in this industry, he was confident he understood what it
would take to be successful in this competitive a market.
On his flight home George is thinking about the first few months
he has spent riding with all 12 of the sales reps who now report to him.
He is glad he had felt it was so critical to get out and meet their larger
customers as soon as possible and to assess the skills and experiences of
his new sales team.
George is laughing as he thinks about his new situation. He
wonders if his glass is half full or half empty. On the positive side he
has a sales team he thinks he can work with. His assessment is that he
has four real pros on his team: years of experience and strong sales
numbers but with a collective "just leave me alone unless I ask f ... read full excerpt from You Can Always Sell More: How to Improve Any Sales Force ebook
