10 February 2007

Why have they got clay feet?

The latest sales person or sales manager is recruited with the best of intentions, but after 6 months or so it is clear that they haven't turned performance around - they are OK, but they simply aren't setting the world alight.

There could be plenty of reasons for this, and it needn't be because the latest recruit doesn't have the skills that they mentioned on their CV.

Sales is a team game. For the salesperson to be really successful, there are plenty of activities behind them which need to be working well, too. Paying upper quartile salaries to people with good CVs isn't enough. Managers of the business need to make sure that the organisation has positioned itself to help its salespeople be successful.

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