The law of unintended consequences can create a strange effect on managing the sales force.
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In the development of your sales people there is no substitute for the right experience. Your investment in development reflects the quality of your commitment to them and your customers. You and they will want the best possible return.
In a recent article from Keith Francis of Evoluti he questions whether sales process is as powerful a facilitator of sales as we are led to believe.
The two dimensional sales person is very much like the small business owner who went into business because they had a passion for their product but only ever get so far.