Over the years, I’ve had many conversations with key people at Fortune 500 companies that are in charge of sales performance.
After listening to them discuss challenges or problems they need to solve, there are two key problems people run into —
They misestimate what it takes to train the team on a repeatable consistent process that accomplishes the end result — a competent and producing sales team.
They also misestimate what’s needed to support the sales team through the journey so they can push through things like call reluctance and lack of follow up, the average rep follows up
3 times and it can take over 18 contacts to close a deal. So there’s a big gap and discrepancy between what it takes and what’s happening in the real world.